Graco Inc (GGG) 2008 Q2 法說會逐字稿

Good morning and welcome to the Second Quarter 2008 Conference Call for Graco Inc. If you wish to access the replay for this call, you may do so by dialing 1-800-405-2236 within the United States and Canada. The dial in number for international callers is 303-590-3000. The conference ID is 11116708. The replay will be available through July 28, 2008.

At the request of the Company, we will open the conference up for questions and answers after the opening remarks from Management. During this call, various remarks may be made by Management about their expectations, plans and prospects for the future. These remarks constitute forward-looking statements and are for the purposes of the Safe Harbor provisions of the Private Securities Litigation Reform Act.

Actual results may differ materially from those indicated as a result of various risks factors including those identified in the item A1 of, and Exhibit 99 to the Company's 2007 Annual Report on Form 10-K. This report is available on Company's Web site at www.graco.com and the SEC's Web site at www.sec.gov. Forward-looking statements reflect Management's current views and speak only as of the time that they are made. The Company undertakes no obligations to update these statements in light of new information or future events.

(OPERATOR INSTRUCTIONS.)

As a reminder, this call is being recorded today, Thursday, July 24th, 2008. I would now like to turn the conference over to Ms. Caroline Chambers, Vice President and Controller. Please go ahead, ma'am.

Good morning and welcome to everyone. I'm here this morning with Pat McHale, President and CEO, and Jim Graner, CFO. I will briefly review our second quarter results, and then Pat will discuss business highlights by the operating segment. Following these comments, we will open up the call for questions.

Sales increased in the second quarter by 3% as compared to the same quarter last year, though when translated at consistent exchange rates, sales were flat compared to last year. We saw strong sales growth in Europe and Asia this quarter, offsetting continued weakness in the contractor segment in the US. Sales in the second quarter included $3.5 million from GlasCraft. GlasCraft was acquired at the end of the February of this year.

In gross profit margins, we saw the impact of higher material prices, though we continue to offset them with pricing and manufacturing productivity improvement. We also saw the benefits of consolidation of our lubrication segment operations in our Anoka, Minnesota facility.

Favorable currency translation rates added 1.4 percentage points to the gross profit margin rate. Operating expenses for the quarter are 13% higher than last year, including the effect of currency translation, which was three percentage points of this increase. Operating expenses for GlasCraft were another three percentage points of this increase. And the impact of the new product launch in the home center channel was also another two percentage points.

Net earnings are flat year to date and down 4% for the quarter as compared to last year. Earnings per share increased by 5% in the quarter. Interest expense was up $1.3 million as we continued with our planned share repurchases. The tax rate was consistent with the second quarter last year. We repurchased approximately 500,000 shares this quarter. Approximately 4 million shares remain under our current Board authorization at the end of June. We will continue to repurchase shares and expect to complete purchases under this authorization by September, 2009. Cash flow from operations were up about 3% in the first six months of this year as compared to the first six months of last year.

Brief comments on inventories - inventories were $91 million at the end of June as compared to $82 million at the end of June last year. This is partially due to $3 million of inventory related to the GlasCraft acquisition. And also, with the sales growth internationally, we are seeing higher levels at our international distribution centers.

We are opening a distribution facility in Australia in the fourth quarter of this year to better serve this growing market, although overall inventory change related to this facility is expected to be modest. We have about approximately $1 million in inventory related to this initiative at the end of the quarter. Factory inventories are being managed based on business level and service level standards.

At this time, I'll turn the call over to Pat for a discussion of the business unit results by segment as well as some discussion on our operating strategies.

Thanks. Good morning. I'll start out this morning with our industrial segment where we saw 16% growth worldwide during the quarter. We did have growth in all of our major product lines and in all of our regions. Results in the Americas were solid where we saw a 13% gain for the quarter. Outside the Americas, we did see slowing in the developed countries in both Europe and Asia, but we saw strong double digit growth in all the developing countries.

Operating earnings in this segment increased -- or declined two percentage points from the prior quarter last year. As expected, operating earnings were negatively impacted by cost associated with the GlasCraft acquisition and the integration of purchase accounting expenses.

During the second half of this year, we'll be integrating the GlasCraft operation into existing Graco facilities. We will incur some additional expense for these activities in 2008, but we should see a nice cash flow improvement and accretion in 2009.

Consistent with the strategy of ramping up our product development, we have increased our product development expenses in the industrial segment. They're up 25% year-to-date and that does not include GlasCraft. This increased spending is gonna result in more new product launches starting later in 2009 with the full impact really showing up in 2010 and beyond. We have had some nice new product launches late last year and through the beginning of this year in the industrial segment that have helped drive growth and we do have additional products that we're gonna launch during the second half of this year.

The Company as a whole, we've got improvement in our new product percentage of sales that we've talked about previously. Last year, we were at 22%. We were up to 27% in the first half of 2008. So, I think you see us getting some traction with that initiative.

During the last 12 months, we've also added more than 100 new distributors in the industrial segment in both Europe and Asia and we've expanded our sales force as we continue to pursue our global expansion.

Move onto the contractor segment, which was down 13% for the quarter - in the Americas, we saw very weak business conditions and we had a sales decline of about 24%. We saw actually a larger decline in pro paint than we did in our home center business. We saw further inventory reductions at most of our accounts during Q2 and if you'll remember during discussions in Q1, we did not see inventory reduction early in the year.

Contractor Europe continues to post gains. However, we are seeing some slowing in several countries in the West and that's been offset by strong double digit growth in Eastern Europe, Russia and the Middle East.

Asia Contractor was flat for the quarter, but it's up 17% for the year. I don't have any major concerns about the second half for contractor in Asia other than we could have a little negative impact in Australia as we roll our new warehouse in and we help our existing distributor there work off some inventory.

Operating earnings as a percentage of sales declined by five percentage points in contractor this quarter versus the same quarter last year. However, it was mostly driven by Home Depot and Lowe's. Without those one time expenses for the rollouts, our operating earnings in contractor would have been down by about one percentage point. In terms of dollars, expenses related to both these rollouts were about $3 million for the quarter and that's about in line with our expectations.

Moving on to the lubrication segment, we had 5% growth this quarter. A strong double digit growth in both Europe and Asia offset a slight decline in the Americas. For lube, our operating earnings as a percentage of sales were at 19%. We continue to make progress in our factory, although we've got some more work to do there and we're still working towards our goal of reaching the lower 20s by year-end, in the mid 20s during 2009.

Nothing real new to report on the acquisitions front. We continue to look for good opportunities, but we remain disciplined in our valuation process. We're not really seeing any up tick in quality companies for sale in our space. I'd characterize the environment for us as being similar to what we've seen the last two or three years.

In summary, we continue to see growth and margin opportunities in both industrial and lube and we anticipate continued revenue growth in both Europe and Asia, although we are seeing some slowing in the developed countries. The developing markets in Eastern Europe, Middle East and Asia continue to show strength and we're working to make sure that we maximize those opportunities.

We do expect continued weakness in the contractor segment and we'll manage that business accordingly. We're continuing to fully fund all of our growth initiatives. We're investing in new product. You can see that in the numbers. We're chasing new market opportunities, working hard to expand our global sales and distribution footprint, and of course, we'll continue to pursue strategic acquisitions.

That concludes my opening comments. If the operator would open up the line now for questions.

(OPERATOR INSTRUCTIONS.)

And our first question comes from the line of Ned Armstrong from FBR Capital Markets. Please go ahead.

Yes, thank you. Good morning.

Good morning.

A couple questions, one regarding your industrial segment - the performance was very, very impressive and I just wondering if you could comment on what you think you're doing right that makes your performance superior to a lot of other companies that we've seen thus far?

Yeah, I think we've been really sticking to our stated strategies. There was no real magic that we performed during the quarter. We've had some good new product launches really later in 2007 and at the beginning of the year here. It's consistent with the strategy that we follow to make sure that we're fully investing there. Growing our distribution channel, especially in the developing markets, has been important and I think you've seen really over the last couple of years the growth in the immerging markets has been a nice driver for us. We continue to see that.

Here in the Americas, you know, we've -- as we've talked about before, although there are some segments where our business is difficult, there are some segments where there's still good business opportunities and our team has been chasing those and I think we've been executing pretty well.

Do you think that you're taking share from some of your larger competitors or is it just you're more capitalizing on niche opportunities?

I think the answer to that question would vary by segment. There are some segments where I'm confident that we're taking some share. There are some other segments where I'm sure that the growth of the underlying business is helping all of us.

Okay. And then, just on a more detailed basis, do you have the organic growth in both the contactor and lubrication segments for your overseas businesses for the quarter?

We do. In Europe, the contractor growth was 6%. In Asia, the contractor declined two percentage points for the quarter and was up 15 on the year-to-date basis. As Pat said, we're not seeing that as an indication of any trend in Asia. In lubrication, Europe was up 15 for the quarter and Asia was up 80%.

Great. Thank you.

Thank you. And our next question comes from the line of Terry Darling from Goldman Sachs. Please go ahead.

Thanks. Jim, wondering if you could follow on with that same detail on the industrial side?

Sure. Europe was positive 12 for the quarter and Asia Pacific was positive 9.

But, on industrial, it looked like the US piece accelerated sequentially. Wondering what you would attribute that to and whether you see that continue in the second half of the year?

Yeah, it did. Our industrial business tends to be a little bit lumpy. I think our industrial -- I think we still see opportunities both on the sales and the margins side, but I wouldn't say that that would be a normal long term growth rate for the industrial business in the Americas. But, it can happen from quarter to quarter.

And if we sort of take first half versus second half, I mean, obviously, a lot of end market softness. Is it reasonable to expect that first half or second half is slower than first half in the Americas industrial piece or is that not what you see at this point?

I don't think -- I wouldn't leap to that conclusion. Our backlog's pretty short, and so we don't have real good visibility on what our business is gonna look like several months out. But, based upon what our field sales force sees and the opportunities that we're working on, I wouldn't make that leap.

Okay. And then, on the US contractor piece, that rate actually decelerated or accelerated to the downside, however you want to characterize that. Do you have some sense that maybe things get a little stabilized somewhat in the second half of the year or are we still in the gray area there?

I don't feel like it's gonna stabilize in the second half of the year. Certainly, we don't see any signs of that going into the third quarter. And really, all the numbers that -- all the macro numbers are still pointing to further erosion. So, I think that you could expect -- on a comparative basis, I think we might have a little bit of help But, I think from a market conditions standpoint, but it's still gonna be pretty bad. Jim, I don't know if you'd like to comment.

No, just to follow up, Terry, I think you would see the 20% kind of declines in North America in the third quarter. By the fourth quarter, our comps get easier and you would see the percentage change there get much smaller.

Okay. And then, in terms of the comments that you made on the slowdown in some of the developing markets outside North America, I guess I'm trying to think about the strategy of continuing to ramp up your investment in distributors and so forth relative to that slowdown. Are you at a point where you want to slow that investment spending or is it you're in a mode of just continuing to watch how much weakness evolves there?

Yeah, let me make sure that I'm clear. What we saw both in Europe and Asia where the countries that were more developed take Japan, Korea, Spain, Italy, some of those developed countries in those geographies is where we saw the slowdown. We're still seeing great growth in Eastern Europe and the developing countries in Asia. So, our strategy right now is pedal to the medal. There's no reason for us to be looking to slow down in terms of adding sales and distribution in the immerging markets.

Okay. And lastly, the commentary on lube margins in the mid 20s in '09. I think you had been alluding to that earlier as a potential, and now it seems you're making a little bit more of a -- something more formal out of that. And what has given you the confidence to do that at this point.

Well, I don't think from my standpoint -- maybe how we communicated it changed, but from my standpoint, my confidence is that lube would be able to get back into the mid 20s in 2009 has been -- that's not new.

Okay.

We've got some work to do there. Our biggest challenges in the factory right now are on the efficiency side and those continue to get better I think throughout the second half of the year. And other than that, we're doing pretty well and I think we're on track.

Okay. Thank you very much.

Thank you. And our next question comes from the line of Mike Schneider from Robert W. Baird. Please go ahead.

Thank you and good morning.

Morning, Mike.

Maybe first, just going back to industrial, Pat, the growth rates still seem incredible given the state of the global economy. I guess maybe you could, especially for North America and Europe, just give us some deeper dive into the four segments that comprise industrial to give us some sense of where the growth is pulling from and the fact that it even accelerated domestically.

I can give you kind of a thumbnail sketch on that. If you take a look at our finishing business -- and as I stated earlier, we did see growth really across the regions and across our product line. So, we didn't get the torch carried by one particular product line that threw out a big number and made up for a lot of other declines. We saw pretty good strength.

Our finish business on a worldwide basis was up high single digits. Our process business was up, nice double digits. Our lube business outside North America was up double digits. And so really, across most of our product categories, we saw some strength. We did see some weakness here in North America on our fast set foam business. We've talked about that, I think, at length on the conference calls. And we had a lower single digit growth here in North America on our fast set foam business as the housing contraction I think is putting some impact on that business. But, our 2K and our slow set business for infrastructure coating, that's really been strong double digit worldwide. So, it wasn't any one particular thing. We saw pretty good strength in our product segments across the different geographies.

Okay. And is there some element of pricing that kicked in this quarter across the industrial segments?

There was not.

Okay. And then, just going back to the mix in Europe now specifically, in some of those developed markets - Spain, Italy, I presume the UK - are you actually seeing declines or actually negative performance and offset by what is presumably very strong double digit Eastern European?

Mike, what we're seeing is accelerating growth in East Europe and the Middle East in particular as well as the developing regions in Asia. So, the growth there was bigger in the second quarter than it was in the first quarter. The declines we're talking about are a couple percentage point changes in the level of growth first quarter to second quarter. So, if we were growing 10% in one country, we saw an 8% kind of growth in the second quarter.

And the only area that we're seeing any negative numbers -- we were flat in the first quarter in what we call South Europe, Spain and Italy, and we were down a couple percentage points in the second quarter. So, the rest of it, we're still growing in Western Europe countries.

Okay. And then, switching to contractor, this is probably the first time in a long time professional was down much harder than retail. Is one, I guess, just to ballpark it, was it down north of 20% this quarter? And then, how does that rate compared to the actual sale through that you were able to determine through the professional channel?

Yeah, deferral was down north of 20% this quarter. And in terms of the sale through, we actually did see inventory reduction. I alluded to that. And that's not a precise number because we only get reports from a certain number of our accounts. But, it gives us pretty good directional information. And so, I would say that based upon a limited data set, the out the door sales might have five or six points less negative than our sales to them. But, it was still pretty tough.

Okay. And do you sense that there's an element of maybe trading down occurring in the professional channel as more residential contractors participate in the commercial space and they generally buy lower price point units, which may not be your brand? Is that a phenomenon that's changed?

I didn't really see -- I haven't really seen a lot of that. But, if you recall from I think the first quarter conference call and even during last year, when this housing thing hit in the middle of '06, we have seen an impact all along on our large units, especially our gas products that was a little bit more dramatic than we had expected because typically, you'd see those products going into some of the bigger commercial applications. And that has continued. But, I would say, no, we haven't seen any particular worrisome trend here in the second quarter that leads us to believe that we're losing share to the competition.

And retail then must have been down single digits. Was that actually boosted by the channel fill of the new product line?

That's a little messy, as you can imagine. We had the lowest launch mixed in there here through the month of -- in the month of June, and then we had the puts and takes with the Home Depot product line and resetting stores that may have had six units in and we shipped 11 units to it to get it reset. So, I wouldn't put a whole lot of stock in the home center number this quarter with all the puts and takes. I think we'll get a better view of what's gonna happen three in Q3.

But, the net of those moving parts was probably a benefit in the retail channel during the quarter?

Probably.

It might be on the sales line. It wasn't on the gross margin line.

Right. Okay. That's all. Thanks, guys.

Do you have any further questions at this time?

No, I'm good. Thank you.

Thank you very much. Our next question comes from the line of Matt Summerville from KeyBanc. Please go ahead.

A couple questions - first, in terms of pricing versus raw material costs in the quarter, where do you think you were, Pat? And I guess moving into the back half of the year, if we're seeing additional inflation, is there an opportunity for you to put through additional price increases in your two larger businesses in the back half of the year or do you have to wait 'til next year?

Our net cost increases on materials were about four-tenths of a percentage point of sales. So, that's the net of what we were able to reduce prices and what the price pressures were incurring. Our pricing should be greater than that the rest of the year. Our outlook for material costs, while it is worsening, we're not significantly concerned about it. We don't see a major erosion in profitability for the rest of the year. We are looking at price increases, especially in our export business that are denominated in dollars and we may do something in September. But, the rest of our price changes will happen on our normal regular cycle in the first quarter of 2009.

Okay. And then, with respect to the contractor business, can you talk about -- and if you said it in your prepared remarks, Pat, I apologize. But, do you anticipate any level of ongoing development related expenses, I'll call it, with respect to Home Depot and Lowe's in the back half of the year? And then, is there, I guess, some additional ramp up with Lowe's to be had yet in Q3, given that that just started in June it sounded like?

Yeah, from a -- if nothing changes, I think we've worked through most of the cost associated with both of the rollouts. However, if you recall, Lowe's has indicated to us that they're gonna run their tests 'til the end of September. Should they make any changes to that, if they make a decision to go Graco and they do it sooner or later than that date, of course, that's gonna get us into a whole another round of phase in, phase out and roll in costs and whatnot. But, assuming that they run their test and Home Depot continues on its way, I think we're pretty much through the uglies in terms of the expense side.

Okay. Moving back to the industrial business, can you talk about and maybe a discussion by region would be helpful, as we move through the quarter, how order tempo kind of looked entering Q2, exiting Q2, and then I guess whether or not you've seen any change given that we're pretty much through July at this point?

Well, I'd say I didn't notice anything specific in terms of tempo through the quarter. And again, we've got a number of different product categories and they can be moving any one of any different way at any different time. But, I think in general, the tempo to the second quarter was pretty consistent and you saw that it was spread pretty well geographically and across our product offerings. So, I think that gives us some reason to be optimistic about where we're headed here in the second half.

With respect to share repurchases going forward, can you talk about what you -- you're looking at somewhere in the neighborhood of 45% net debt to cap now. Typically, you guys throw off a pretty good amount of free cash flow. I guess, how should we think about the tempo of share repurchase activity going forward? And then, Jim, what's the full-year effective tax rate that we should be using?

The share repurchases - we're executing under a 10B51 program and we've been continuing with the same matrix in the first and second quarter, more shares at lower prices, fewer shares at higher prices, really given our concerns over the economy. We may change that in the future. We're targeting 1.5 times EBITDA is our leverage on the balance sheet. We're not concerned about our debt to capitalization ratios. If you've followed the business for a long time, you know our strong cash flows. Our people that are providing us financing aren't concerned about those either. All of our metrics there relate to leverage off of EBITDA.

Yeah, I was more trying to get a whether or not you would make a sizeable increase to your leverage to take out a lot of stock all at once maybe. But, it sounds like you're gonna continue to be systematic and might actually back off of the pace that you're buying back because of your macro concerns. Is that the right view, Jim?

I would say that it's correct on the first part, that we're happy with our approach buying back shares on a daily basis. We are not backing off from our expectations that we'll complete the remaining 4 million by September of '09. So, that would cause us to accelerate from the share repurchase level we had in the second quarter.

Okay. And then, just one more on industrial and I'll hop off here - with respect to GlasCraft -- and I apologize if you already stated -- but, what were the integration costs in the second quarter and what's your outlook there as far as expense in Q3 and Q4?

The only thing we said, Matt, is that there was an operating loss in the quarter. And year-to-date, we expect more integration costs in the third and fourth quarter, less than $1 million of operating loss. We should get less because purchase accounting goes away. And our outlook for '09 is that GlasCraft will be accretive. It is accretive already on a cash flow basis.

And I don't think I answered your first, one of your first questions with respect to tax rates.

Oh, yeah.

Our rate in the quarter at 34.7%, that's higher than last year because Congress hasn't reinstated the R&D credit. If they do that, our tax rate would fall back to the 34% on a going forward basis. So, you should model the 34.5 going forward.

Okay. Thanks a lot, guys.

Thank you. And our next question comes from the line of the Charlie Brady from BMO Capital Markets. Please go ahead.

Good morning. Yes, this is actually Tom Brinkmann. Just wondering if you could give us an organic sales growth number, I guess excluding currency translation and the GlasCraft acquisition for the quarter.

I think around 3% decline.

Okay. And then also, what about orders at all three segments, sort of the order trends?

We really haven't ever discussed order trends. Our backlog at the end of the quarter was consistent with the backlog at the end of the second quarter of 2007.

Okay. And then, can you quantify at all -- I guess you sort of talked about some declines in the home center channel versus paint center channel. Can you break those out a little bit separately? I think you touched on this, but I'm not sure if you really quantified it.

Yeah, we don't share exact numbers on that, but we were down 24% here in North America in contractor and the pro paint was worse than the home center channel. Again, the home center channel, there was a lot of noise in it because we had things happening with the rollout of Home Depot and the rollout of the Lowe's program.

Okay. And then, I guess aside from share buybacks, in the absence of acquisitions, you said that you don't see an up tick in the availability of quality companies. What else do you plan to do with the cash? How do you deploy that? Is it just more distribution capabilities worldwide or other things as well?

Yeah, our number one priority is to make sure that we're funding all of our organic growth initiatives. And we've been doing that even in the face of some challenging economic, especially frontier on the housing side. We've been continuing to fully fund product development. That's a priority. Any opportunities we have to chase new markets, we're fully funding those. We're fully funding our international expansion. We haven't cut any international sales people. But, to the contrary, we continue to add. So, that's our number one priority for cash.

Secondly, if we found good acquisitions, certainly, we'd want to do those. But, we're gonna be disciplined. We're not just gonna try to go out and buy our way out of this trouble that we're in. And then, from a remainder standpoint, we'll be paying dividends and we'll be doing the share repurchase program. And we intend to have some debt on the balance sheet and I think Jim's talked a little bit about where we're headed there.

Okay. And on a positive note, can you quantify at all the cost savings from the consolidation of lubrication operations that you completed in 2007, the year-over-year cost savings in the second quarter?

I don't think we've identified it in the second quarter. We had one time costs in 2007 for the full-year of about $6.5 million in the lubrication segment for the consolidation activities. We, of course, expect to not have similar kinds of cost in 2008 as well as our outlook for '08 and '09 in the future years is that we'll become more efficient in our manufacturing process as new tools and new processes are put in place in the operations there. So, in the 19%, you're seeing the removal of the one time costs and Pat's expectations for rates in the 20s, you're seeing the expected improved profitability or results from our manufacturing operations.

Gotcha. Okay. And can you, I guess, quantify at all the rollout costs, Home Depot versus Lowe's? You touched on that also.

Well, Lowe's started in the -- only in June. The rollout costs were less than $1 million and the $3 million in total is for both chains together.

Okay. Thank you very much.

Thank you. And our next question comes from the line of Ned Borland from Next General Equity Research. Please go ahead.

Actually, all of my questions have been answered. Thank you.

Thank you very much. Our next question comes from the line of John Franzreb from Sidoti & Company. Please go ahead.

I was just wondering about the increase in R&D spending. Could you talk a little bit about what kind of target we should think about as far as R&D costs for the full year and maybe give us a little color as to what end markets or product line opportunities you're addressing?

Yeah. Really, we're looking at product development headcount and project increases in all of our divisions. So, we've got some programs going on up in contractor that I think are gonna be interesting in the next two or three years. In lube, we're tending to focus our product development efforts on the industrial lube side. And so, we've added some headcount, some engineering teams there to focus on trying to build out the product line that we purchased with the Lubriquip acquisition.

On the industrial side, we've got two or three separate engineering groups there that are all investing in new products. Obviously, I don't want to talk about really which markets we're headed into or what products that we're doing. But, you can figure that they're fluid handling and they're fairly close to the core. And part of it is gonna be making sure that we keep our current product line refreshed and leading in technology. And so, we've always continued to invest in that. But, a lot of this new effort that we're putting in is really in products that are incremental about what we're doing today. And we think that that's gonna drive some incremental growth.

We started doing the increased funding back in the August timeframe of last year. We approved a lot of additional staff. Of course, it's taken time to get those people on board. In terms of what you should expect for the expenses into the second half, I think it'd be wise to expect an increase. But, to give you a good number on that's difficult because it depends on the stage of each project. If we're into doing prototypes and we're doing life testing on dozens of products, then we're gonna have a big spike in cost. So, it's not necessarily a nice level expense as we go through the projects.

Our rate will be growing closer to 4% as we get to the end of the year and you should expect a rate in '09 getting closer to 4.25 or 4.5%.

Okay. Great. That's very helpful. And I don't know if you can answer the second question, but firstly, are you still adding distributors in Eastern Europe, and if so, do you have an idea of how many?

Yes, we are and yes, we do.

Okay. How many?

Well, I'll not share that level of granularity if that'll be all right.

Okay. Well, how about this then - would it be fair to assume or maybe you can tell me that if we look at the distributors that you've added, can we kind of look at it maybe on a same distributor basis year-over-year? Are they still buying as much product as aggressively or is more of the growth coming from the new distributor count? I'm trying to get maybe a same distributor kind of a sales concept versus the incremental that you're getting from adding the distributors to the pipeline?

We do track the incremental sales that we get on new distribution, but you also have to keep in mind that we do have puts and takes on the distribution channel, too. So, we'll have distributors that we close during the course of the year. I think the important thing for you to think about in terms of our distribution expansion into the developing geographies, when Sherwin Williams opens up a net 30 or 40 new stores here in North America, that's distribution expansion for Graco. But, it's much different when we go and we open up five or ten new distributors in Southeast Asia. Those distributors there really carry a much broader product line. They're gonna be much bigger than a paint outlet or a distributor expansion in one of the developed countries.

So, our initiative to get our footprint in those developing geographies and the number of distributors I don't think is really reflective of what we think those seeds are gonna bear over time.

Go ahead, Jim.

Expand a little bit on the industrial segment - we had some fallout in the new distributors we established, but I think our rate is -- success rate is closer to 50%. And you'll see an exponential growth with those distributors. So, generally, they start on a small basis and the second year is double or triple the first year and the third and fourth year continue that kind of a trend until they sort of plateau with the level of resources they're able to put to it.

Okay. That was pretty much what I'm looking for, Jim. Thank you. That was very helpful. That's all I've got.

(OPERATOR INSTRUCTIONS.)

Our next question comes from the line of Kevin Maczka from BBT Capital Markets. Please go ahead.

Hi, Pat, Jim, good morning.

Good morning.

Jim, just a question on pricing - I thought I heard you say that it wasn't a big benefit in the quarter. So, did you not take a price increase in the quarter or did you try to take one that didn't stick.

I think what I was trying to say, Kevin, was that there was no incremental pricing that we did in the second quarter versus the first quarter. So, we're seeing a realization of the prices we put in place in the first quarter of the year of about two percentage points.

Okay, got it. And I also don't think I understood your comment on material cost inflation that you're seeing. I think you said something about 0.4%. Just help us understand in general the material cost inflation that you're seeing. And obviously, you guys usually do a very good job of overcoming that.

Well, we're seeing materials going up mainly in the metals - significant increases in aluminum and carbon steel and in the castings that we purchase. But, you should also recognize that a large component of our metals we buy is stainless steel products and stainless steel is down 7 to 8% over the last 12 months. So, we're getting some reductions in some of our pressures there. We're also offsetting some of those material cost changes by our sourcing, changing vendors, consolidating volume with certain vendors and some off-shoring of some of that sourcing. So overall, the net of all those activities was a four-tenths of one percentage point hit to our gross margin second quarter versus the second quarter of last year.

Got it. And then just last question if I could on Europe on general - there's so much doom and gloom that we're hearing about Europe, but it sounds like your Eastern European operations are still growing nicely. Can you maybe comment about your view on Europe on general and what is your mix between East and West Europe?

Well, I think -- and we tried to communicate that here today. We are watching Western Europe closely. We really have been for probably about nine months as people have been concerned about whether or not this is gonna spill over. We are still seeing some growth in Western Europe, so I'm not doom and gloom about Western Europe. There are some real tough spots, Spain being one of them. Our team over there has some concerns about what's gonna happen in the Scandinavian area. But, France is still holding up. Germany's still holding up okay. Their growth is -- we're still seeing growth, although it's slower than the growth that we saw before. In terms of our mix between East and the West, I'll let Jim share those numbers with you.

Yeah. Today, we're about two-thirds Western Europe and one-third Eastern Europe and the Middle East growing rapidly in the latter.

Okay, guys. That's all I had. Thank you.

Thank you. And our next question comes from the line of Sever Wayne [sp] with Intel Capital Partners. Please go ahead.

Actually, my questions have been answered. Thank you.

Thank you. And our next question come from the line of Satish Athavale from KSA Capital Partners. Please go ahead.

Good morning.

Morning.

Morning.

Pat or Jim, question on the general corporate expense line - it was a little light, both sequentially as well as year-over-year. What should we expect in third and fourth quarter?

Well, we had some pressures in the G&A line from exchange and some pressures from accounting for stock options, as well as amortization with respect to the intangibles with the GlasCraft acquisitions. The rest of the growth is fairly modest and it'll fluctuate from quarter to quarter. No significant changes should be expected.

So, should we look for the same kind of run rate as in the second quarter?

Yes.

Great. Thank you.

Thank you. And I'm showing that we have no further questions. Management, please continue with a any closing remarks.

All right. Well, thank you all and overall, the message that we're trying to leave you here is that we're expecting contractor North America to be tough, but we're gonna manage to it, and that although we're seeing a little bit of slowing in some of the developed countries, we still are pretty optimistic about our opportunities in Europe and Asia and our industrial business worldwide continues to execute. So, we're gonna work hard and we'll talk to you again in the third quarter.