濱特爾 (PNR) 2016 Q3 法說會逐字稿

Good morning. My name is Scott and I will be your conference operator today. At this time I would like to welcome everyone to the Pentair Q3 earnings conference call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks there will be a question-and-answer session, (Operator Instructions). Thank you.

Jim Lucas, Vice President of Investor Relations, you may begin your conference.

Thanks, Scott, and welcome to Pentair's third-quarter 2016 earnings conference call. We are glad you can join us. I am Jim Lucas, Vice President of Investor Relations and Strategic Planning and with me today is Randy Hogan, our Chairman and Chief Executive Officer, and John Stauch, our Chief Financial Officer.

On today's call we will provide details on our third-quarter 2016 performance as well as our fourth-quarter and full-year 2016 outlook that was outlined in this morning's release.

Before we begin, let me remind you that any statements made about the Company's anticipated financial results are forward-looking statements subject to future risks and uncertainties such as the risks outlined in Pentair's most recent 10-K and today's release.

Forward-looking statements included herein are made as of today and the Company undertakes no obligation to update publicly such statements to reflect subsequent events or circumstances. Actual results could differ materially from anticipated results.

Today's webcast is accompanied by a presentation which can be found in the investor section of Pentair's website. We will reference these slides throughout our prepared remarks. Any references to non-GAAP financials are reconciled in the appendix to the presentation.

We will be sure to reserve time for questions and answers after our prepared remarks. I would like to request that you limit your questions to one and a follow-up in order to ensure everyone has an opportunity to ask their questions.

I will now turn the call over to Randy.

Thanks, Jim and thank you all for joining us today. I will be starting on slide four. We delivered third-quarter results that operationally met the high end of our forecast and were slightly above our guidance as a result of anticipated separation costs that did not materialize. While two of our three segments did not deliver core sales growth as a result of continued flow industrial spending, the margin performance overall is a testament to our strong discipline around cost management.

We announced in August that we reached an agreement to sell our Valves & Controls business to Emerson. This transaction is on track to close at the end of this year or early next year subject to regulatory approvals. We are not expecting any recovery in industrial capital or maintenance spending at the end of the year in contrast to the typical year-end lift. Given this muted topline outlook predominantly in our industrial facing businesses, we are lowering our fourth-quarter outlook.

We do not believe the fourth quarter is indicative of a trend and we expect at some point maintenance spending will return in a more meaningful way and longer cycle projects particularly in food and beverage and infrastructure are also likely to break loose.

As we look ahead to 2017, we believe we are positioned to deliver strong EPS expansion despite this ongoing slower growth environment. I will discuss this in more detail later in the call.

Now let's turn to slide five for a discussion of our Q3 2016 results. Third-quarter core sales declined 2% as we saw a further slowdown in capital spending throughout the quarter and ongoing deferrals in maintenance spending. Water Quality Systems was our only segment to deliver core growth as the full business once again finished the season in a strong position. We have reached the one-year anniversary of the ERICO acquisition and the performance has met all of our expectations.

Segment income grew 15% and return on sales expanded 110 basis points to 17.9%. Water Quality Systems delivered over 300 basis points of margin expansion and despite the core sales decline in Flow & Filtration Solutions, income and margins were down only modestly as the segment delivered on better internal execution.

Adjusted EPS grew 11% to $0.78 per share and exceeded our forecast of $0.70 to $0.75 per share as our core operating results met our income forecast while we did not incur the one-time separation cost we were expecting below the segment income line.

Free cash flow continued to be a bright spot of over $150 million year to date compared to last year and our conversion to adjusted net income remains just north of 100%.

Now let's turn to slide six for more detail on Pentair's Q3 2016 performance. Once again, the Residential and Commercial vertical was a bright spot driven in large part by our strong North American pool performance. While ERICO's performance was not captured in the core, its Commercial sales also remained strong. After a good second quarter we did see overall Infrastructure sales decline modestly in the third quarter. We continued to seeing strength in engineer pump orders and backlog but our Process Filtration business faces difficult second half comparisons as large projects in the comparable period last year are not repeating.

Food & Beverage declined with delays in a number of larger beverage projects being the largest factor this quarter. While we have greatly reduced our exposure to Energy, our remaining sales to this vertical remain under pressure. Industrial was down in the quarter due in part to ongoing deferrals and short cycle MRO spending and a global capital spending freeze that shows no sign of thawing.

The right-hand side of the page shows the price and productivity continue to more than offset inflation as we continue to control costs across the enterprise. ERICO's contribution also helped drive the strong margin performance in the quarter.

Now let's turn to slide seven for a look at Water Quality Systems performance in Q3. Water Quality Systems delivered core growth of 2%. These results were below our expectations as within our Water Filtration business we saw food service and commercial market softness in North America and Western Europe as well as shifts in timing of key account program installations. We also experienced a moderation in growth rates in the fast growth regions as our distributors closely managed inventory levels due to slower growth in China.

The North American pool market ended its season on a strong note. We continue to view this market favorably longer-term. We also believe our Water Filtration business has good long-term prospects and I expect growth to return in 2017 as new product rollouts and key account program installations particularly in food service, return to growth at a normal level.

Segment income grew an impressive 15% and return on sales expanded 240 basis points to 21.2%. Robust operating leverage was once again the largest contributor to this strong margin performance with the strong growth in the pool business contributing positively in the quarter.

Now let's move to slide eight for a look at Flow & Filtration Solutions performance in Q3. Flow & Filtration Solutions saw core sales decline 6%. While we anticipated sales to contract in the quarter, Water Technologies and Fluid Solutions were down more than expected as we saw a softening demand in short cycle pump sales and weaker capital spending in beverage. Water Technologies core sales declined 3% as distributors managed inventory levels tightly and we saw continued declines in irrigation sales albeit at a moderated pace. We experienced a dramatic slowdown in fast growth regions particularly in the Middle East and Latin America. The sell through was soft in the quarter and as a result, distributors are not restocking.

In contrast, Western Europe was a bright spot of double digits in the quarter with good momentum. We continue to see an improvement in infrastructure bid activity which points to a stronger 2017.

Fluid Solutions core sales declined 1% which is slightly better than the 3% decline we saw last quarter. Sales in Agriculture grew modestly in the quarter and importantly we expect this momentum to continue. Our biogas and beer membrane filtration businesses remained strong offset partially by our beverage business seeing a number of large project delays globally and softer component sell through.

Core sales in Process Filtration declined 22% largely in line with expectations with the key drivers being project timing with an infrastructure as well as declines in Oil & Gas and Industrial Filtration. Segment income and return on sales declined modestly as the impact of lower volumes were not fully offset by the continued strong productivity and pricing seen for the past several quarters. We remain vigilant on improving the cost structure to offset the impact of lower volumes.

Looking ahead, we expect food and beverage to rebound with agriculture turning positive along with growth in biogas and beer membrane filtration. As we continue to reduce the complexity in the business and drive better execution in projects, we believe we have a long runway for margin improvement.

Now let's turn to slide nine to discuss how Technical Solutions performed in the third quarter. Technical Solutions reported 26% sales growth for the quarter consisting of 1% core sales decline and a 27% positive contribution from ERICO. Core sales in enclosures declined 1% as industrial sales continue to bounce along the bottom diminishing chances of any order rate growth acceleration for the remainder of 2016.

Thermal management core sales declined 5% as downstream energy MRO products sales are not showing any signs of recovery. Our Industrial Heat Tracing business continues to win small projects and our project growth was challenged as large Canadian projects are nearing completion.

While the results of ERICO are captured as acquisition contribution, the business performed in line with our expectations at the completion of the one-year deal anniversary. The majority of ERICO sales are in the Commercial vertical which continue to deliver growth in the quarter although the rate of growth is moderating.

Segment income grew 18% as return on sales contracted 140 basis points to 22%. Margin contraction was isolated to our thermal management businesses as the sales of project versus higher margin MRO product sales negatively impacted mix and we faced productivity issues at the end of the large Canadian projects.

ERICO performed as we had anticipated and enclosures continues to stabilize. The performance of these two businesses was not enough in the quarter to offset the margin impact from thermal management. We are now expecting downstream MRO spending to rebound for the remainder of the year. We also expect the Canadian project margins to pressure thermal margins in Q4 as we substantially complete them before the end of the year. This will undoubtedly have an impact on fourth-quarter margins for Technical Solutions.

With ERICO and enclosures performing as expected and thermal completing the large Canadian projects, we still believe Technical Solutions remains well positioned longer-term.

I will now turn the call over to John to discuss our fourth-quarter and full-year 2016 outlook and then I will have a few closing remarks about how we are looking at the world entering 2017.

Thank you, Randy. Please turn to slide number 10 entitled Q4 2016 Pentair Outlook. For the fourth quarter, ERICO is now captured in the core results so core sales and total sales are currently equal to each other. For the fourth quarter, we expect overall sales to decline approximately 6% as we expect MRO trends in energy and customer capital spending in all verticals to worsen as we head into the end of the year. Motivation for customers to push out projects and commitments shows no signs of stopping by the end of the year.

On a core basis, we expect Water Quality Systems to grow approximately 2% while we expect Flow & Filtration Solutions to decline approximately 9% primarily related to project spending in the Food & Beverage vertical. Technical Solutions is expected to decline approximately 10% due in large part to the completion of previously mentioned large Canadian projects and mid-teens declines in year-over-year MRO spending within energy. We expect segment income to be down approximately 10% and return on sales to decline roughly 70 basis points to 17%.

Below the operating line we continue to expect the tax rate to remain around 21.5%; net interest and other to approximate $35 million; and shares outstanding to be around 184 million, about flat with three ending levels. We expect free cash flow to end the year on a strong note, greater than continuing operations net income of $550 million and nearly $780 million inclusive of Valves & Controls.

Please turn to slide 11 labeled full-year 2016 Pentair outlook. As Randy mentioned at the beginning of the call, we have taken our full-year adjusted EPS outlook for continuing operations down to approximately $3.00 for 2016. For the full-year, we expect core sales to decline 1%. Water Quality Systems full-year core sales are anticipated to be up approximately 4%. We now expect Flow & Filtration Solutions core sales to decline 4% and Technical Solutions core sales to be down 2% for the full-year. We expect segment income to grow roughly 11% and return on sales to expand approximately 70 basis points to 17.1%.

Our revised forecast factors and slightly better operating performance from Water Quality Systems while Technical Solutions and Flow & Filtration Solutions are expected to have margins impacted by negative mix related to unfavorable market conditions. The pressure on higher-margin short cycle sales has been felt most acutely within Technical Solutions.

We anticipate full-year corporate costs to be just under $110 million, net interest another roughly $141 million and the share count to be roughly 183 million. Adjusted EPS is expected to grow approximately 6%. Finally, we remain on track to generate free cash flow in excess of adjusted net income for the full year.

Please turn to slide 12 labeled balance sheet and cash flow. We ended the third quarter with $4.4 billion net debt inclusive of cash on hand. This continues to improve as we used our strong cash flows in the quarter to reduce our debt levels. On a year-to-date basis, free cash flow has increased over $150 million versus the first nine months last year. We continue to expect to deliver free cash flow greater than adjusted net income for the full year. Our ROIC ended the quarter at 10.6%.

When the sale of Valves & Controls closes, we expect our balance sheet will look dramatically different for the better with lower debt levels and balance sheet capacity available for tuck ins or incremental buybacks.

I will now turn the call back over to Randy for some closing comments and preliminary thoughts around 2017.

I will wrap up beginning on slide 13. As I mentioned at the beginning of the call, the sale of Valves & Controls remains on track to close at the end of this year or early next year subject to the regulatory approvals. With the closing of the Valves & Controls separation, we expect the infusion of cash to alter our balance sheet dramatically for the better. As we discussed in August, we know what debt we will retire mostly within our bank line. We are also exploring other options to restructure our debt and potentially reduce interest expense on our higher costs fixed-rate long-term debt.

We also continue to build our bolt-on acquisition funnel for businesses that have earned the right to grow primarily within Water Quality Systems. We are doing what we can to control our destiny and while we still see some pockets of growth within Residential and Commercial and Infrastructure, the uncertainty around any type of recovery within Industrial gives us pause so we are taking a closer look at our cost structure and adjusting it accordingly.

Now let's move to slide 14 for a look at segment positioning. Water Quality Systems has been a bright spot within the Pentair portfolio for several years and while we have seen the growth rate moderate some, we continue to believe in the long-term prospects of this high-performing segment.

With strong residential demand, dealer intimacy and a steady stream of new products, our outlook for the aquatics business remains strong. Within water filtration, we continue to believe we will benefit from increased awareness around water quality globally and our investments and a more focused sales effort in North America and Europe are already paying early dividends.

Food service has been a relatively consistent growth business for us longer-term. We continue to believe there are many avenues for growth including traditional restaurant sales as well as edging out into adjacent products and connected solutions.

We believe Flow & Filtration Solutions remains the biggest opportunity for improvement within the Pentair portfolio. Our number one priority is reducing the complexity of the business, accelerating cost out actions and focusing on the most attractive growth prospects.

We continue to see momentum around biogas and beer membrane filtration. It is encouraging that agriculture seems to have bought them. So we believe we are building some momentum exiting this year after a tough couple of years.

As I discussed previously, we are seeing improved orders in backlog and infrastructure which is a longer cycle part of the business, positioning for a return to growth. Finally, we are placing an increased focus on building our aftermarket service capabilities to leverage our installed base.

Flow & Filtration Solutions has a number of opportunities in our principal focus is to prioritize which opportunities drive first and build momentum to restore growth and raise margins.

We believe Technical Solutions has an attractive position in profitable areas of the electrical industry. We expect the 2016 headwinds will begin to dissipate as industrial order rates are near trough levels. (inaudible) inflation returning are on the horizon. Large projects in Canada are complete and deferred MRO spending cannot continue forever.

While we expect the strong growth in Commercial to moderate, growth is likely to continue. We are aggressively rightsizing the cost structure with the slower growth environment. This is the piece of our portfolio where we still have energy exposure and while oil prices appear to have stabilized, we will watch closely for signs of improving thermal MRO spending.

While we still expect some near-term headwinds in parts of our portfolio, we still believe there are many avenues for growth longer-term.

Now to move to slide 15 for a look at the framework for 2017. Given the portfolio change and [attendant] P&L and balance sheet improvements we are undergoing, we think it is important to provide some framework for thinking about our prospects for next year. As we discussed throughout the call, we expect the slow growth world we are all facing today to continue. We do not expect a meaningful recovery in 2017. Therefore it is prudent to focus on having our cost structure aligned with this reality, the results of which should be margin expansion from all three segments next year.

Upon the closing of the Valves & Controls sale, we expect to have an opportunity to restructure our debt which will reduce interest expense. Also we expect to have the financial flexibility to explore other opportunities to allocate capital in a disciplined manner. By focusing on costs, simplifying the business and improving the capital structure, we expect to be able to deliver EPS growth in excess of 15% next year with minimal topline help while still positioning the Company for the longer-term.

Thanks. Operator, can you please open the line for questions?

(Operator Instructions). Shannon O'Callaghan, UBS.

Good morning, guys. So just on kind of the 4Q caution, is there anything in October that's making you think we have seen yet another leg down or is this just lack of inflection, concerns around election? Maybe just a little more color on what keeps you cautious on 4Q and are you more optimistic beyond 4Q?

Shannon, it is John here. I think if you take a look at Q3, we started out really strong and we ended okay but we certainly didn't see acceleration toward the end of Q3. And what we are seeing is continued project slippage where these are projects that we have either won, but the start dates on projects continue to move to the right. And given where we are right now with all the uncertainty you mentioned, we just don't think our customers are going to rush to conclude them between now and the end of the year.

The other main issue is we have been hoping that MRO would recover throughout this year and that is on the operational side, primarily in energy. And we are not hopeful now at this point that that is going to recover for the end of the year as our customers manage cash to the end of the balance sheets. So those are the main issues.

We almost always see an uptick in industrial spending in the fourth quarter and what we are saying is we are not counting on that this time with these deferrals.

Okay. And then just in terms of all segments improving margins next year, the one that has been a little bit tougher has been Flow & Filtration. Maybe just an update on how you think they are progressing operationally? I know volumes were a little tougher this quarter but do you have confidence that segment can improve margins next year?

If we had hit the forecast of down 2 instead of down 6 we would have expanded margins. I think we are making a lot of progress on simplifying the product line and on driving productivity. It is the business that frankly didn't get as much attention as we focused on Valves & Controls and now we are coming back to it.

So I think there is lots of opportunities and things like agriculture coming back, the crops spray business and some of the other businesses, some of them are profitable businesses, those stabilizing and even getting a little bit of growth is going to help in the mix.

Okay, great. Thanks, guys.

Steve Winoker, Bernstein.

Good morning all. Just first, a quick question on ERICO, so I know it is not in core growth. What would that have contributed to core growth, what was just the ERICO core growth for that business?

1% to 2%, Steve.

Okay. And just on Water Quality Systems, this was one of those -- your strongest businesses that could do no wrong historically and clearly you had a forecast for 8% at least in terms of guidance. You came in just 2%. You talked about a couple of those dynamics but may be also for John, where was the forecasting error here and in terms of that, the business is supposed to be much more stable?

I will hit your last part first and then I will let Randy. We had three key businesses in Water Quality. We have our aquatics and environmental systems which is primarily the pool business. The Pool business continues to be very strong and we continue to hit all of our forecasts relative to that business.

Where the softness came in the quarter which also relates to the way we are thinking about Q4 was in food service business which has been up high single digits throughout the year and had moderated back to flat in Q3. And then also we had the water purification business which also was strong most of the year. It took a little bit of a pause in Q3. So that is where the misses came, Steve.

Yes, on the food service side, we have been growing at the high teens rate in Asia and while we are still growing there, that took a step down to the high single digits growth rate which was one change. And then we have seen some I would call variability in some of the deployments in some of the changes as restaurant growth has slowed down.

So we expect those deployments to continue but we will get positive again as we launch a new range of products which I referenced in my comments but that won't happen in the quarter.

Okay. Randy, in terms of how you are thinking about M&A, you early on talked about those businesses that have earned the right to

capital deployment shortly after Valves & Controls closes. Maybe a little more guidance on how you are thinking about bolt ons, just any kind of size range or a little bit of sensor investors or what we might expect early next year?

Well, we are going to be disciplined. We are getting out from under the overhang of a lot of debt. We take our lessons from that. But the place that we have the most opportunity, we are one of the leading players in water. We expanded that with the Tyco merger in the broader flow space and I think we want to get narrowly focused again in what I will call the water side of the flow space. So that is why I mentioned Water Quality.

There are some that are sort of in between Water Quality and FSS which is really both of them together our Water business. So we want to continue to build that leading position. So around Water Quality and availability, we like the Food & Beverage business although we want be careful about the heavy capital side of that versus things with annuity which is why we like the membrane -- the beer filtration. And also biogas is a nice growth business.

So it will be in areas that expand our reach and deepen our expertise in water

Okay, great. Thanks a lot.

Mike Halloran, Robert W Baird.

Mike Halloran

Good morning, guys. So first on 2017 thought process, obviously no meaningful improvement embedded in those numbers. Yet I got the sense from some of your commentary more specifically on the divisions that there was some expectation that fourth-quarter doesn't represent the right run rate. So maybe help reconcile those two right there. And then what areas should start getting maybe slightly better in the next year and which ones you are more worried about?

Let me start with Technical Solutions. I mean we mentioned thermal. As the Thermal Business saw the decline in the energy business, we got aggressive at going after projects to replace the products. Those have proven to be more challenging from a profitability standpoint and those are coming to end. And so we will immediately mix up if you will on the profit side.

On the growth side, we expect more normalized, we are assuming in the fourth quarter this muted impact on the usual bump in sales we would see in industrial. We don't think, we are hopeful that after the fourth quarter we will return to a more normal level which won't be the negative impact we see in the industrial markets for the fourth quarter.

So you are basically saying beyond that though it is a pretty steady run rate from the fourth quarter other than the maintenance side reverting back to normal?

Yes, if you take a look at the full-year, core growth is down 1% or the full-year. That had a lot of choppiness in it. We started the year with almost double-digit declines in the industrial. We've worked our way back to flattish numbers as we close out the year. So sequentially things have stabilized.

What we are really saying is these larger projects, that we are out there for the Q4 cycle are going to be pushed or deferred into next year or maybe deferred permanently. And we don't see the environment that is reflected in Q4 in the pause and concern of our overall concern base being the same cause of concern that we see as we enter 2017.

Now we said negative 2 to plus 2 next year. So that is clearly not a robust environment but it is flattish and then we have the operating income, cost structure changes that we are driving at the organization to drive margin improvement.

And I would add -- and that is the framework. If we are planning on a minus 2 to plus 2 topline, which means to drive the performance that we know we can drive, we need to focus on the -- we are already working on the cost structure with the removal of Valves & Controls. We are going to do more than that as a result of that outlook. If we get more upside we will be in a position to [serve] on the volume side.

That makes sense. And then the second one on the stranded cost side, maybe just an update there and how that is going? And then just with the margin levers into next year, some sort of thought process on how much is discretionary oriented versus something more permanent?

We are looking beyond just the stranded cost and we are looking at how do we simplify the cost structure and in a lean sense how do we really take out weights and variability in the course of that simplification? I'm confident that we will get to a run rate at the beginning of the year that takes that overhang away or more.

Thank you, guys. Appreciate it.

I wanted to make a point real quickly. I mean we had a focus to integrate and standardize a lot of the Valves & Controls activities because that is where the biggest opportunities were for improvements. And so we repositioned a lot of our cost structure savings toward Valves & Controls. Now we are going to bring back the focus to re-integrating ourselves if you will to our Pentair standards on the rest of the portfolio and we believe we can accelerate a lot of those cost out actions in simplifying the Company as Randy mentioned.

Steve Tusa, JPMorgan.

Good morning. How do you get so -- you got the 5% operating profit increase I guess 15% EPS growth. Just remind us kind of how you bridge that? I am not sure if you mentioned early in the call and if you did then I guess I will take it off-line but just a little bit more of a precise bridge on how you get there.

We didn't, Steve. I mean but I think the element we are now working to right now is we believe there is opportunity in the debt structure of the Company and we do think for relatively unexpected investment we can get a fair amount of interest out by putting our capital position or our debt position more in line with where we want it to be on a permanent basis and there would be clearly significant interest savings associated with that.

So that is a refi or -- because your interest-rate I think your average interest rate is pretty low already, right, or is there --?

You are right but we are carrying gross debt fairly high without taking out the debt structure and we think there is an opportunity to take out some of the fixed debt structure in a productive way and therefore it is incrementally better than what we had mentioned before and we think we then have the capital and the debt structure that mirrors where we think we can be longer-term as a growth oriented company.

I got it. So it is kind of a combination of use of the proceeds effectively and then a little bit of a different structure and then the underlying in what's left over?

But no capital allocation buybacks (multiple speakers)

-- 15 plus. Think about it as one-half on the capital side focused on debt and one-half on the performance side.

And then in technical, what is going on in kind of the core enclosures business and is that decline in the fourth quarter, is that all thermal related, is that just a tough comp on thermal because it doesn't seem like the enclosures business would have that kind of a drop off from flat given the short cycle nature.

The profit impact is almost 80% thermal and usually in the enclosures business, that is the place where we would see a fourth-quarter uptick and we are assuming we won't.

Okay, so within the Enclosures though, like the kind of short cycle CapEx, the box business, is that stable down in that negative 10%? What is that kind of trending?

Bumping along the bottom.

It is stable, Steve, from a Q3 sequential the overall.

But down year-over-year because you may have had a good fourth quarter last year or something like that?

Slightly down year-over-year but not 1% to 2% down.

Okay, I think that is it. Thanks a lot, guys.

Julian Mitchell, Credit Suisse.

Good morning, guys. It is Ronnie Weiss on for Julian. Can you just talk a little bit about the pricing dynamics (inaudible) still holding up decently well and how that kind of looks into 2017?

You know, as you can see overall, pricing is not moving a lot in either direction. We actually think with rates go up and inflation goes up a little bit, it will give us more pricing leverage. I mentioned in the script that in the thermal projects that has been tougher on the project side but we have seen the impact of that and now we are being more selective about going after them because we don't want to get low profit projects anymore. We would rather just get the products. I would say there is really no dramatic change in the pricing environment in any of the businesses.

Okay. And then kind of on the accelerated kind of alignment of the cost structure going into 2017, can you frame some of those numbers? Is it 50 basis points all productivity? Is that 2% benefit that you guys had in Q3, is that the right number to think about into 2017 or does it step back up as you kind of maybe see some more opportunity?

I don't think we are ready to give our final number yet. I think the number that you mentioned about 2% of sales is certainly is the ballpark we are targeting as we head into next year. Obviously being more selective at where we apply that cost out to where we think the economic conditions will not be as robust as other places in the portfolio. But overall, you are in the ballpark.

Great. Thanks, guys.

Joe Ritchie, Goldman Sachs.

Good morning, guys. So I was just trying to follow the answer to Steve's question earlier on the fourth quarter in Technical Solutions. You guys have that stepping down organically 10% so what exactly is driving that in the fourth quarter?

It is primarily all of our Thermal business related to energy MRO and energy projects.

And a couple of points on the Enclosures.

Got it. So Enclosures are going to be down I think low single digits and thermal and the heat tracing business could be down more than double digits?

Keep in mind that is a year-over-year comparison so last year we had projects roll through and so it is a comparison against the projects. If you actually look at it sequentially from Q3 to Q4, it is just down slightly on the top line.

Got it. That makes sense. The second question is just around the ERICO business. I think you guys mentioned earlier that the annual run rate was about $507 million for this year. And then I think the numbers that you gave us at the analyst day were closer to like $530 million to $540 million. What has happened in that business throughout the year and also maybe some commentary on recent trends there as well.

I don't know where the $507 million came from. We think it is $530 million for the year, slightly better than $530 million for the year.

Okay, got it. So basically that business is flat right now?

Slightly up. Right in line with the plan.

Okay, great. I will get back in the queue. Thank you.

Scott Graham, BMO Capital Markets.

Good morning. I was hoping to get underneath some of the inflation numbers here. Where exactly are you guys seeing inflation emerge?

Steel, starting to see some pickup in steel related pricing as a material buy. We are also seeing some uptick in some of the commodity prices mining related commodities, Scott. We also had wage inflation and labor inflation.

Are there price increases set for the fourth quarter given the steel situation or have they already occurred?

Yes, as Randy said, we have modest increases planned and they have already or will already have been in place this early quarter.

All right. And then I have one other more holistic question for you guys. This is the same portfolio as we left off pre-Valves in 2012 and with of course the addition of ERICO. Yet we seem to be talking a heck of lot more about project business today than I ever really recall from the older portfolio. What has happened to your businesses and the dynamics of the market where so much of your business now seems to be more project oriented? And if there is any way of quantifying how much of your business is now project oriented now versus what it was then? I guess sort of the last question within that would be how does that affect your cost down plans for next year? Project orientation makes that a little bit harder or otherwise?

It is not wrong. As we move from products to solutions, they tend to be larger more complex and we call those projects. Then of course the thermal business, we saw the thermal business and about half of that is projects, a little bit more than that because of the MRO just the product sales has been impacted. So we expect the solution sales will still give us the same amount of margins, we need to get better at predicting when they are going to ship. We need to make sure that we are getting the same margins we are getting as we move products and solutions and that is all underway. So strategically it is where we are going anyway because that is where customers want us to go. So there are projects in both Technical Solutions and in FFS.

And the total would be roughly just under 8% of sales would be our total project revenue at the end of 2016.

But a lot of the variability. That is why we need to get better at predicting.

And would you say that that is maybe double or more what it was pre-Valves & Controls?

Probably, yes.

And does that affect how you pull cost out next year?

It doesn't because the way we look at it is most of that is variable spend. So we flex it up and flex it down. So we look at that and we reference cost out targets, those targets plus what needs to go away related to the project.

I got you. Very good. Thanks a lot.

Nathan Jones, Stifel.

Good morning, everyone. I would just like to follow-up, John, on the point you just made about increasing prices in the fourth quarter. Can you maybe give us an idea of historically how much of that pricing sticks? And given that we are in a pretty weak demand environment at the moment if you think that pricing increase will be more or less sticky than it historically has been?

We think that the price increases that we put forward which are more modest price increases will all generally stick. There is only one area of our particular portfolio right now that is unusual versus prior trends and I would call it the strengthening dollar. So we are in a situation where Europe -- and you heard in Randy's commentary, Europe is doing relatively okay. So there are imports coming from Europe that are realizing lower cost basis. Now we have European business as well that we are benefiting from that. But overall, I think we have put in a net price increase, modest less than 100 basis points for the total Company next year that we think we can realize.

Okay, that is helpful. Next question, you talked about I think this last call and last call about industrial order rates being at trough levels but your guidance on that kind of end market there has taken a step down this quarter. Can you reconcile those? Have the order rates taken a step down and now you think they are at trough levels? And what gives you confidence that maybe there is not another step down to come from here?

Actually it is flat. The thing is in my 20 years or 30 years in industrial, I would say 19 out of the 20, there has been an uptick as in the fourth quarter and what we are saying is that doesn't happen. So we are flat essentially third quarter over the fourth quarter and compared to last year that is down a couple of points.

But what gives you confidence that that improves going into 2017? I mean on a year-over-year basis, we have taken a fairly significant downtick in the fourth quarter even if it is flat sequentially.

ISM actually went positive in September, that is only one month. We will see what it does in October. It is usually a precursor of a recovery.

But Nathan, just to be clear, I think our framework, not guidance but our framework for next year doesn't assume it does. And I think that is what we hope you took away that yes, we think Q4 is an anomaly. But if you take a look at the overall core growth for the Company at negative 1 and moving to that general framework next year, I don't think we are counting on a big recovery next year. We think it is a slower economic growth environment and we are going to double down on the simplicity of the Company work on the debt restructuring and disciplined capital allocation to drive the value.

Okay, that is fair. Thanks very much.

I hope we are wrong.

Hopefully not wrong in the wrong direction hopefully wrong in the right direction.

John Walsh, Vertical Research Partners.

Good morning. I didn't see it on the slide, but just want to talk about free cash flow conversion to the adjusted net income for next year and what some of the levers are you have to pull to keep the conversion rate really strong whether it is CapEx or working capital or any other items to be aware of on the cash side?

We think on a go forward basis we are still targeting to achieve greater than 100%. While we have lost some of the working capital opportunity in Valves & Controls, we still have plenty of working capital opportunities in FFS and we also believe we have less severance environment. So our cash flow captures our severance outflows as well and there were a fair amount of those in the Valves & Controls business that as we move away from Valves & Controls, no longer are headwinds to the Company. So we still think that 100% or greater than 100% net income is our targeted cash flow conversion.

Which is what we did for [Tyco] merger in a regular business (inaudible) .

And then I'm just wondering if you can give us an update on the valuations that you are seeing out there on the deal front? Kind of seller and buyer expectations are getting tighter and if it is still kind of a -- I don't want to put words in your mouth but it seemed like it was kind of evenly split between preference for share repo and M&A when you did the Valves & Controls call?

Yes, when we did that -- we are going to have this firepower. We are about shareholder value and we will as a Board look at the opportunities of how we deploy that. Our bias is to grow the business and grow the Company, but we are not going to do it with nonstrategic acquisitions.

So if we can't find them at the right price and it is hard to generalize as to pricing but there's lot of people looking at deals so usually that causes prices to go up. But we will be, we have been disciplined and we will continue to be disciplined as we look at it. We are not rushing to put the capital to work. We want it to be informed by a good strategy and the Board is totally aligned on that.

All right. Thank you.

Jeff Hammond, KeyBanc Capital Markets.

Just another one on M&A. I think Randy, your comments were much more focused on Water and I think you have talked in the past about both Tech Solutions and Water having the right to grow. So what informs that bias? Is it what is available out there or how you are thinking about the businesses strategically or the end markets? Maybe just a little more color there.

Well, Technical Solutions, [let's] get back to earning again. I am not happy with the forecast we got on the Thermal side. We want to support high execution so there are opportunities in Technical Solutions. It is a great business. I mean as I mentioned in the script, we have great positions in the electrical industry and there are ways to build upon those. But we need to get the cost structure in that business right. We need to get the execution back to where I know it can be and then I will let them come up to the front of the line again.

Okay. John, just back on the debt restructuring, so this ability to restructure some of the debt, that is built into the guide? Is that the right way to think about it?

The framework. (multiple speakers)

So you are putting that in and are you paying down -- within that framework are you paying down more debt or you are you just getting a more favorable rate based on restructuring?

We will be paying down more debt. I don't know what yet, we are still exploring it but given our original view, we quickly after Valves & Controls hadn't had time to look at it. We are now looking at it and we are seeing that for a very good return we can invest a little bit of money and get a longer-term saving so we are looking at exploring those options and when we give our guidance we will be able to fully share that but right now we are anticipating it is better than we previously said.

Okay, thank you, guys. Thank you.

Joshua Pokrzywinski, Buckingham Research Group.

Good morning, guys. Just to follow up on I think Steve's earlier question on ERICO. I guess I'm still struggling a little bit with the plug there, I'm looking at the slides from when you guys initially did the deal, $570 million in 2015, $595 million in 2016 forecasted revenue. And it still seems like even with some margin error or maybe some reporting differences we are still talking about a number in the low $500 million range whether it is $507 million or $530 million. What am I missing in that bridge?

Yes, thanks for bringing it up. Those original numbers were gross sales, they are not net sales. On a net sales basis, we are closer to the $530 million this year. And that is roughly a 1 percentage or 2 percentage growth over what it was on a full year basis last year. It is made up of roughly half of that is [caddy] which is a commercially exposed business and then half of it is more related to Infrastructure and also rail and utilities. So the big difference in those original slides to what we published later was gross to net deductions.

Got you. Then just to circle back on Flow & Filtration, clearly you guys have a lot of initiatives going on there all at once. And the market is certainly not helping you out. But what should we expect to see first when you are starting to get traction there? Is it organic growth stabilizing? Is it margin improvement? Is it a little bit of everything? I think you guys have been focused on this for at least the last year and clearly at a high level things are still probably disappointing you. But I am trying to figure out what would be the green shoots from your perspective that you would want people to look at to say hey, we are starting to get some traction here?

I would say margins. Josh, go back two or three years, we were making some -- FFS was if you will in the legacy vendor side, it was the lowest performing margins and our goal was to get it to 15% or more. I still think we can them there. And we have got close at some point. And so you will see it in the margins first and then growth. Right now we actually have as I said, some of our innovations like biogas and membrane filtration of beer, even though general food and beverage industry isn't growing, these applications are and we are doing well in them.

We are getting good progress in a number of growth areas. It is just not enough to offset some of the areas that aren't growing. So margins first, growth second.

To be fair though, Randy, the 15% target that was inclusive of M&A, right, the way you guys used to report it or is that wrong?

In addition, the margins that Flow & Filtration should approach what they are in Water Quality. These are some high technical specs. I don't think we will get our core pump business that high but the filtration side of this business and the technology side of the business has a lot more potential than 15%.

All right. Thanks, guys.

Robert Barry, Susquehanna.

Robert Barry

Good morning. So the talk about the large beverage products being pushed out, is that the beer and is that related to M&A or maybe a little more color on what is happening there?

It is basically the valving in all beverage. It is dairy, it is beer but the biggest ones for us are our beer.

There is a capital pause happening as you mention that is driving some of that delay.

Related to M&A activity/ I know you have talked about that before?

Yes.

So when you talk about the beverage project, should we think about that bucket of revenue? Is that about 350 of sales that is kind of --?

No. 250-ish.

250, got you. And maybe just to put a finer point on some of the earlier questions about the framework for next year, I mean what should we plug in our models for 2017 for interest expense and corporate?

Not there yet. We have to get through and figure out where we end and then we will give guidance at the appropriate time. We just wanted to provide the framework so that people can understand how we are thinking about it.

The corporate sounded like maybe it would go back to the 90 that it was pre the V&C sale or maybe even a little lower. Is that kind of ballpark?

I think that would be the low end of the range.

Got you. And then maybe just finally in Tech Solutions, you talked about some of the productivity issues with the big projects. I mean in the quarter and maybe year to date how much of a drag on the margin has the kind of thermal project productivity issues been?

300 basis points.

So when we are looking year-over-year, that is like a 3 point headwind that is just going away for the segment.

That is correct.

Got you, okay. Thank you.

There are no further questions at this time. I will turn the call back over to the presenters.

Thank you very much and I am sure it will be on replay. Thank you. Bye.

This concludes today's conference call. Today's call will be available for replay in approximately two hours time. To listen to the replay please dial 1-800-642-1687 and enter conference ID 55576168. Again dial 1-800-642-1687 and enter ID 55576168. Thank you and have a nice day.