AstroNova Inc (ALOT) 2017 Q3 法說會逐字稿

Ladies and gentlemen, please standby.

We are about to begin.

Good day, everyone, and welcome to the AstroNova Q3 Fiscal Year 2018 Earnings Conference Call.

Today's call is being recorded.

And now your host for today's conference, Mr. Scott Solomon from the company's Investor Relations firm, Sharon Merrill Associates.

Mr. Solomon, please go ahead, sir.

Thank you, Rufus.

Good morning, everyone, and thank you for joining us.

Hosting this morning's call are Greg Woods, AstroNova President and CEO; and Joe O'Connell, Interim CFO.

Greg will begin the call by reviewing the company's operating highlights.

Joe will take you through the financials.

Greg will make some concluding comments, and then management will be happy to take your questions.

By now you should have received a copy of the earnings release that was issued today.

If you do not have a copy, please go to the Investors section of the AstroNova website, www.astronovainc.com.

Please note that statements made during today's call that are not statements of historical facts are considered forward-looking statements within the Private Securities Litigation Reform Act of 1934.

These forward-looking statements are based on a number of assumptions that could involve risks and uncertainties.

Accordingly, actual results could differ materially.

Except as required by law, any forward-looking statements speak only as of today, November 22, 2017.

The company undertakes no obligation to update these forward-looking statements.

For further information regarding the forward-looking statements and the factors that may cause differences, please see the Risk Factors section in AstroNova's annual report on Form 10-K and other filings the company makes with the Securities and Exchange Commission.

Now I'll hand the call over to Greg Woods.

Thank you, Scott.

Good morning, everyone, and thank you for joining us.

The AstroNova team delivered a robust performance in the third quarter with record sales and bookings.

We grew across all product categories and geographic areas.

At the same time, we continue to invest prudently for the future by forming new alliances, developing new products and selling new state-of-the-art equipment and expanding our geographic footprint.

Let me take you through the highlights.

Total revenue for the quarter was $28.8 million, up more than 23% and an all-time high for the company.

The increase was broad based, with Product Identification up 21% and Test & Measurement up 29% from the same period last year.

On a geographic basis, domestic revenue grew almost 9% from the prior year while international revenue was up an increased amount of 62%.

Profitability was also up nicely in the quarter with earnings per share coming in at $0.21, which was 40% ahead of the same period last year.

Our vision to become a truly global company, to compete and win in markets around the world is taking shape.

Now let's go beyond the quarter's financial results to talk about some of the key developments that are helping to drive our business forward.

In Product Identification, we achieved double-digit unit growth for our inkjet printers that further fueled the demand for our ink, media and related supplies and services.

During the quarter, we introduced new label press and printer products at the industry's premier trade shows, PACK EXPO in Las Vegas and Labelexpo in Brussels.

The new products included 2 QuickLabel compact, high-speed thermal transfer printers, the QL-30 and the QL-60, that are ideal for durable 1-color labeling applications.

We also launched 2 new TrojanLabel products at these shows: the T4, an all-in-one digital label production and finishing press; and the T2-C, a powerful tabletop press that supports high-capacity label production.

The response to these products at both shows was traffic.

And in speaking with current and prospective customers, the reasons were evident.

First, we have the most feature-rich lineup of on-demand, in-house digital label printing solutions on the market.

Second, we are uniquely offering not just fantastic printers but entire labeling printing solutions, including supplies, accessories and end-to-end customer support.

Our full support package provides 24/7 technical assistance, loaners, repair and replacement services and a worry-free extended warranty option.

From everything we've observed, the quality of service and support we provide is unsurpassed in the industry.

So it's no surprise that from a lead generation standpoint, this year's PACK EXPO and Labelexpo Europe shows produced a record response.

The ramp-up of these 4 new solutions is set to begin this quarter, and we're excited about their potential incremental revenue contribution, particularly as we move into the new fiscal year.

Updating you on the TrojanLabel integration, things are moving quickly toward completion.

The major operational pieces, finance, HR, logistics and IT are in place, and we expect to conclude the sales channel integration this quarter.

Moving on now to the Test & Measurement segment.

Of course, the big news for the quarter was the Honeywell Aerospace asset purchase and licensing agreement we signed at the end of September.

As we have previously disclosed, AstroNova will take over the manufacturing of Honeywell's narrow format flight deck printers.

These printers are primarily used on 2 of the world's highest-volume, single-aisle aircraft, the Boeing 737 and the Airbus A320.

In addition to production of new printers, we'll also be providing repair, support services and supplies.

The agreement has been several years in the making, and it's a tremendous addition to the Aerospace unit, which has now completed 3 asset acquisitions in the past 4 years.

The Honeywell product line is right in our wheelhouse.

It fits perfectly with our existing business, requiring only a modest increase in our operating expenses.

Our plan going forward is to transition these products into our existing facilities as quickly as possible.

We estimate that most of the production will be transitioned to AstroNova by the end of next year's second quarter.

And as in our previous acquisitions, we expect the product line to be accretive in the first year of ownership.

We are particularly excited about this deal due to the large order books and accelerating demand forecasts for the A320 and 737 aircraft in the years ahead.

We expect to see a ramp-up in our business from the Honeywell products beginning in the fourth quarter and continuing into fiscal 2019.

Staying with Test & Measurement.

Our data acquisition product line also posted a solid quarter.

We are starting to see some nice benefits from our investments in both personnel and product development in this section.

In October, we introduced our newest data acquisition recorder, the EV-5000.

It replaces our popular Everest chart recorder, which for decades has set the standard for reliability and ease of use.

The speed, accuracy and storage capacity of the EV-5000 make it ideal for energy, aerospace, defense and other mission-critical applications.

Stay tuned for more new product announcements from T&M in the months ahead.

Earlier in the call, I referred to our global vision for AstroNova.

We believe that international expansion is one of our key strategic drivers for consistent, profitable growth.

This year alone, we opened a new office in India, added sales personnel in Latin America and Asia and set up a wholly owned foreign enterprise in the Shanghai Free Trade Zone area.

We're also growing in Europe.

To that end, you may have seen the announcement we made last week about the opening of our new Europe, Middle East Africa headquarters near Frankfurt, Germany.

At nearly 20,000 square feet, our new facility is more than twice the size of the building it replaces.

On the operating side, it features a greatly expanded label media production area, outfitted with new state-of-the-art, high-speed machinery, high [data] warehousing and 4 new loading docks to support around-the-clock operations.

On the customer-facing side, it features a world-class Innovation Technology Center with a large, hands-on showroom, where we can demonstrate the full range of AstroNova products.

For our customers across the EMEA region, this new, centrally located hub means faster, more efficient deliveries through greatly expanded production and capacity and expanded logistics support.

The new hub is up and running.

We look forward to servicing customers from this new location for many years to come.

Now let me turn the call over to Joe for the financial review.

Thank you, Greg.

Good morning everyone.

And I'm pleased to report AstroNova's third quarter financials for fiscal year 2018.

As you heard during Greg's presentation, the company's revenue in the third quarter was a record $28.8 million or up 23.2% over the prior year, with both segments contributing to the double-digit growth.

Revenue through our domestic channel was $18.2 million in the quarter.

That's up almost 9% over the prior year, whereas international revenues at $10.6 million in the quarter were up almost 60% year-over-year.

International revenues represents almost 37% of our total quarterly revenue.

Relative to the product lines, our hardware revenues in the quarter were $9.4 million.

That's up 21.2% from the prior year.

And our supplies revenues were $16.6 million in the quarter, up 22.4%.

While revenue from our technical services, parts, brakes and (inaudible) million in the quarter, up 36.5% from the prior year.

Profiling the third quarter's results by segment.

Our Product Identification revenue at $20.5 million was up 21.1% from the third quarter of fiscal 2017.

Within the segment, hardware revenues increased 13.1%, driven by contributions from the QuickLabel digital inkjet printers and the TrojanLabel digital label presses.

Revenue from supplies, including ink, toners and printhead products, was up 21.1% over the prior year.

Test & Measurement segment revenues increased to $8.3 million in the quarter.

That's up 28.7% from the prior year's third quarter.

The increase reflects the solid contributions from both the Aerospace and the T&M data product lines, including the launch of our new EV-5000 product.

Gross profit in the quarter was $11.8 million.

That's up 22.3% from the third quarter of fiscal 2017.

Gross margin in the quarter was 41%.

That's down some 30 basis points on a year-over-year basis primarily as a result of some of the costs associated with the TrojanLabel integration as well as the Honeywell TSA.

But margin is a significant improvement from the margins in the first and the second quarter of fiscal 2018 that were 38% and 37.3%, respectively.

We expect us to complete the TrojanLabel integration by the year-end, January 31, and the Honeywell TSA would run about 6 months.

Turning to our operating expenses.

Selling, R&D and G&A expenses were $10.2 million in the third quarter or representing 35.3% of our total revenues.

This compares with operating expenses of $7.8 million or 33.4% of revenues in the year ago quarter, reflecting the increase of costs associated with the TrojanLabel that we acquired in February of fiscal 2018.

Operating income in the third quarter was $1.6 million or an operating margin of 5.7%.

This compares with $1.8 million or a margin of 7.9% in the comparable period in 2017 and $943,000 or 3.4% margin in the second quarter of the current fiscal year.

Looking at the segment operating profits for the quarter.

Product Identification earned $2.7 million in segment operating profit with a margin of 13%, while our Test & Measurement segment posted operating income of approximately $1.6 million with a corresponding margin of 18.9%.

Our federal, state and foreign tax provisions in the quarter were $201,000, representing an effective tax rate of just over 12%.

The low effective tax rate reflects a study done by -- on our R&D and tax credit, which provided a tax benefit of $285,000.

We also received a benefit related to our federal return to provision adjustment on our 2017 tax return.

Third quarter net income was $1.4 million or $0.21 per diluted share.

That's up from $1.2 million or $0.15 per diluted share from the third quarter of fiscal 2017.

Reflecting strong demand in both segments, bookings in this year's third quarter was $31.2 million.

That's an increase of 38.2% over the same period last year.

The backlog increased 21% from the year-over-year to $21.3 million at the end of the third quarter.

Let me touch on the Honeywell transaction briefly.

Greg talked about the significant benefits of the agreement to our Aerospace business.

As we discussed in our SEC filing, the agreement provides for an upfront payment to Honeywell of $14.6 million in cash and additional payment of $400,000 upon completion of certain manufacturing transition and the assumption of certain liabilities and royalty payments based on gross revenues from sales of the services associated with the printers, with a minimum total royalty payment equal to $15 million in aggregate to be paid over a 10-year period.

The upfront payment was funded through our existing credit facility, which was amended to increase the amount available for borrowing under the revolving credit line to $15 million.

Moving to the balance sheet.

Our cash position at the end of the quarter was $11.8 million versus $24.8 million at the end of fiscal 2017.

The change primarily reflects the repurchase of AstroNova's shares in the second quarter of the current fiscal year.

Accounts receivable at quarter-end were $17.9 million, reflecting some 48 days sales outstanding.

Our inventory value was -- at the end of the quarter was $23.7 million.

That's up 21.3% from year over and represents some 126 days of inventory on hand.

Our revenue per employee increased to $315,000 per employee.

It's up from $300,000 over prior year.

Our capital expenditures during the first 9 months of fiscal 2018 were $1.4 million distributed among capital improvements and machinery as well as information technology as building improvements.

Finally, the company paid $473,000 in cash dividends during the quarter at $0.07 per common share.

That completes the review of AstroNova's third quarter financial results.

Now let me hand the call back to Greg for closing comments.

Thanks, Joe.

To wrap up, the global AstroNova team executed well in the third quarter, delivering record revenue and bookings and increases in all major product groups.

Our focus on driving organic growth through product innovation and geographic expansion, complemented by the Honeywell agreement, bodes very well for our business in Q4 and beyond.

Our strategic plan is working.

The investments we have been making in building up our global team and infrastructure position us well as we conclude fiscal 2018 and gear up for the year ahead.

Now Joe and I will be happy to take your questions.

Operator?

(Operator Instructions) And for our first question, we go to Tom Spiro with Spiro Capital.

I thought I might start by focusing for a moment or 2 on the Honeywell transaction since it's seems to be such an important one for the company.

As I understand it, you'll be supplying flight deck printers to 737s and 320s.

On the 737s, could you give me an estimate roughly of what percentage of the new production goes for wide format, what for new format?

And what percentage of the new 737s take no printer at all?

Yes, we do not have data on that, Tom.

That -- we'll know more about it, obviously, when we start shipping the narrow format.

So we have not got data exactly how that breaks out.

We know that most people do take a printer, and we estimate that more take the narrow than the wide format.

But that's about as accurate I can give you at the moment.

I see.

And how about on the 320?

The same set of questions.

It's a bit different in the A320 because the Honeywell printers, what they call SFE or standard -- it's standard equipment essentially on the A320.

There's only one printer on the A320.

I see, I see.

So you're paying $15 million or so up front, and you've got the royalty, which is $1.5 million a year over 10 years, which is probably something like a $10 million or $12 million present value.

So it's a $25 million acquisition-plus because you've got the contingent potential.

Can you give us some sense to sort of how -- the financials of it?

I mean, how important is this to Aerospace?

How much does aerospace grow?

Is it going to be up 50% bigger?

20% bigger?

Or 100% bigger?

Just some kind of a broad sense of -- I see what it costs, but some broad sense of the upside to it.

Yes, it's -- we can't really give you that.

I mean, what you can do is you can take a look at -- compare it to your own analysis there.

Take a look at how many A320s are -- have been built and how many are going forward.

What I can tell you is this Honeywell product line has been out there for about 20 years.

So it's a huge installed base.

So that drives the, of course, the spares, repairs, supplies business.

And then you can take a look at A320 production.

It's online.

It's easy to find.

There's a 10-year or 20-year forecast actually from both Airbus and Boeing, and we can run the numbers.

And that's why I was asking for the percentages a moment ago.

But okay.

Again...

Well, 100% on the A320.

And yes, you'll have to -- you can find out in the industry analysis online roughly whether you...

I see, okay.

And it is a transaction that's expected to be accretive in fiscal year '19, next year, the new fiscal year?

Correct.

Yes, we're starting on February 1, yes,

Right.

Correct, correct.

And lastly, the financing of it.

We've now financed it off a -- I guess it's our revolver.

Do we plan to refinance that into some kind of a term loan?

And if so, when?

Yes, a good question, Tom.

Yes, we do.

We'll have that -- we'll close on a term loan on the end of this month here, which is very favorable rate.

And we'll basically then restore the revolver.

As you may recall, we had basically a $10 million revolver available through Bank of America, and that will be restored after we establish this new term loan for $15 million through Bank of America as well.

And -- that's great.

And are we going to be manufacturing the Honeywell equipment -- former Honeywell equipment in our facility in Rhode Island?

Is that -- we're bringing it all over to Rhode Island?

Yes, that's correct.

So it's now in Asia, and we've already had teams -- multiple visits actually over there now to bring that back.

And like Joe said, we have about a 6-month window.

We hope to do it even sooner than that.

It's -- again, these aerospace deals, it's a function of the end customer and regulatory approvals.

I see.

And then in the quarter just reported, were there revenues in the -- from the Honeywell transaction in the quarter just reported?

A little bit, but there -- yes, we only had about a month of, like, owning it.

So there's pretty minimal in that quarter.

Yes.

And how about the sort of integration costs and such in the quarter?

I noticed, for example, your G&A was way up in the quarter.

Is there are a lot of, I don't know, acquisition expenses or something in there?

Or what's going on?

Yes.

No, that's exactly right, Tom.

The combination of both -- there's still some spending going on with TrojanLabel as well as with Honeywell.

But yes, we probably picked up maybe a couple in terms of the spending in this -- in the third quarter related to the 2 activities.

Okay.

Just to stick with G&A for one second.

It was up so much.

Is -- was there something else going on besides that couple hundred thousand from acquisitions?

Well we -- yes, we got -- that is also we got a search going on for a CFO, which is in that number.

Also, we had a couple of other outside -- some -- that's part of the tax work that we paid for associated with the research on the R&D tax credit.

It also was funded as part of the G&A expenses.

Do you expect the G&A line...

So...

I'm sorry.

Go ahead.

No.

Tom, I think it should be back.

We had some one-offs, quite frankly, in this third quarter, which I don't think you'll necessarily see at the same level in the fourth quarter and certainly not in fiscal 2019.

(Operator Instructions) And for our next question, we go to Steve Busch with Everglades research.

Resources.

So most of my Honeywell questions were kind of answered, but maybe my own ignorance should ask some questions.

Are we going to be able to replace the installed base of the 737 and A320s with any of our newer printers?

Or is it all going to be Honeywell printers?

Well, no.

On the 737, we already have products on that aircraft.

So our ToughWriter 5 is our newest wide format printer which is available in that aircraft.

And you may have seen the announcement earlier this year that we do have up a narrow format version of our printer also, ToughWriter printer called the ToughWriter 640 that was approved for the catalog in, I think -- believe February of this year.

So we already have products on those aircraft.

So it's really up to the customer, with customer being the airlines primarily, to decide which printer they prefer.

So in some cases, people may replace it with ours.

In some cases, they may take the Honeywell.

Or obviously, in the past, we had Miltope product on that aircraft also.

So which one do we get the highest margin on?

Do we have the ability to kind of sell up to that?

Or...

Yes, I mean, that's -- we don't really comment on that.

But it's really what -- the products have different features and benefits, so it's up to the end customers to select what's best for their operation.

I see.

Okay.

All right.

Well, I like it anyway.

Is there any other potential business we can grab from Honeywell?

I know they're doing a lot of reorganizing, so.

Yes, we always talk to a lot of people.

So we're -- it's -- and we have a pretty tight filter on what it has to be.

It's got to fit into our strategy and business areas that we're in.

And there are some Honeywell and Rockwell.

A lot of people have businesses that we could be good fits, and there's a lot of other companies.

So we're always going to look for that.

And if we see something good, we'll pursue it.

Right.

Well, clearly, I think we've been doing a good job of using our cash in a prudent way now going forward.

Is there -- in order to grow and not take on too much debt, or, I mean, debt is cheap right now, and you guys have a pretty strong balance sheet, so you can probably get good rates.

But would you ever do a sale-leaseback for the Rhode Island property or not?

Well, I don't think -- at this point, Steve, I think we -- our expectation is to really throw out some decent cash for the company.

I think we've got some products and margins.

And certainly, we think that the Honeywell acquisition is going to be, I should say, the licensing agreement.

It's going to been a nice opportunity for us to increase that cash flow.

And so I think at this point, we're looking at all the different options, but I'm not sure necessarily the sale and leaseback was a -- would necessarily be the one that we would pursue at this point.

Sure.

So you guys have a lot of products that go in across a lot of industries printer-wise, label-wise.

Do you -- are you seeing any slowdowns anywhere?

Or are you seeing a pickup in activity across the world?

Or are you -- you're kind of on the front lines of the basic growth of the small business.

Yes, I mean, like I said in my opening comments, Steve, we're seeing very good response around the world, I mean, the --- almost all the economies that we deal in.

And if you look at the projections for calendar 2018, for the most part, they're all looking pretty good from a macro perspective.

And as I mentioned earlier, we're expanding in a lot of new areas, all of which have good GDP forecasts, which bodes well for our businesses.

The Aerospace has pretty well published specs on that.

You can see that they're forecasting very good backlogs.

Look, The Dubai airshow just completed.

There were a lot of sales there for both Boeing and Airbus and others.

So it's looking pretty good at this point.

Yes, no.

Definitely, the airline side was piquing my interest the last few months.

So are you getting any contact from larger investment firms' coverage now?

I mean, we're still pretty small market cap size.

So I'm just kind of gauging when we flip the script and become interesting to some of the bigger investment firms out there.

Yes, as -- well, we do, obviously, from time to time, and we do have an investor relations firm.

As a matter of fact, Joe and I will be out at the -- next one for us is the LD micro-conference, which is their 10th annual event, which should be out in California and Los Angeles on December 6. So we'll maybe attend multiple events there.

And pretty much every time we go to one, we're talking to new investors.

I mean, there's -- our existing investors, we typically run into as well, but I'd say probably 1/3 of -- maybe even more of the one-on-ones we have there are with new investors.

Yes.

I think also, to add to Greg's comments, I think our -- we hope to expand the participation next year in investor conferences.

And I also think one of the things we have on our agenda is an Investor Day here at West Warwick.

I think we've had a lot of that people coming to see firsthand the operation.

I think some -- the transformation that's taking place in the company is quite significant.

So I think the timing perhaps is summer.

Of course, Rhode Island, Newport's a lovely place to visit in the summer.

So we think an Investor Day will be most appropriate to plan for fiscal '19.

And that'd be awesome.

Excellent.

Now I -- listen, as a long-term investor, I've been very happy, and I think you guys are now on a growth path that is very appealing to me.

So I thank you, and good luck.

Thanks.

Thanks, Steve.

And with that, ladies and gentlemen, we have no further questions on our roster.

Therefore, Mr. Woods, I will turn the call over to you for any closing remarks.

Okay, thank you.

And thanks to everyone for joining us on this call this morning.

We look forward to keeping you updated on our progress, and have a wonderful Thanksgiving.

Bye now.

Thank you.

Happy Thanksgiving all.

And ladies and gentlemen, this will conclude today's conference.

Thank you for your participation.

You may now disconnect.