Summary of Distribution Solutions Group (DSGR) FY Conference Call Company Overview - **Company**: Distribution Solutions Group (NasdaqGS: DSGR) - **Formation**: Formed in early 2022 by merging three specialty distributors serving different end markets [2][3] - **Revenue**: Approximately $2 billion with an EBITDA of about $190 million, up from less than $1 billion in revenue and $90 million in EBITDA in 2021 [3] Business Verticals 1. **Lawson Products**: - Focuses on MRO (Maintenance, Repair, and Operations) with about 930 sales reps serving 80,000 customers [4][11] - Average piece price is around $1.20, emphasizing high volume and low-cost items critical for customer operations [5] - Provides vendor-managed inventory (VMI) services, integrating deeply into customer operations [4][5] 2. **Gexpro Services**: - OEM-focused, dealing with Class C parts like rivets and screws, serving about 2,500 customers [6][11] - Represents 5-6% of overall production costs but constitutes 50-60% of unit volume [6] - High customer retention rates of approximately 98% [25] 3. **TestEquity Group**: - Accounts for about 40% of overall sales, primarily in test and measurement equipment [8][11] - Focus on improving e-commerce and inside sales to increase customer engagement [27] Growth Strategy - **M&A Activities**: M&A is a significant part of the growth strategy, with nine acquisitions made since the formation of DSGR, deploying about $550 million in capital [28] - **Organic Growth**: Achieved a 6% organic sales increase in Q3, with consistent growth over the last four quarters despite a sluggish industrial backdrop [15][31] - **Capital Allocation**: Maintains a leverage ratio of about 3.5 times, with a focus on working capital efficiency and share repurchase programs [29][30] Financial Performance - **Q3 Results**: Reported solid top-line growth, with EBITDA dollars relatively flat sequentially [31] - **Historical Growth**: EBITDA increased from $90 million to a run rate of $190 million in three years [31] Market Position and Challenges - **Market Diversification**: DSGR serves a wide range of end markets, minimizing concentration risk [20][11] - **Stock Performance**: Despite operational improvements, stock price has not reflected the company's performance, attributed to market misunderstandings and liquidity issues [34][35] Future Outlook - **Focus Areas**: Excitement around the TestEquity Group's new leadership and roadmap for growth, aiming to improve margins above 10% [36] - **Investment in People**: Strategic investments in personnel and sales teams to enhance revenue opportunities [26][27] Key Takeaways - DSGR is positioned as a specialty distributor with a strong focus on customer service and operational efficiency - The company has successfully integrated its three verticals, leveraging synergies for growth - Future growth is expected through continued M&A, organic growth strategies, and improvements in operational performance across its business segments [12][36]

Financial Data and Key Metrics Changes - Net investment income (NII) per share for Q3 2025 was $0.38, corresponding to an annualized return on equity (ROE) of 10.3% [5][26] - GAAP net income per share was $0.29, corresponding to an annualized ROE of 8% [6][26] - Net asset value (NAV) per share decreased by 0.6% to $14.66 compared to the prior quarter [6] - Total investment income for the quarter was approximately $82.6 million, up 1.6% from the previous quarter [24] Business Line Data and Key Metrics Changes - New commitments totaled $138 million across 21 transactions during the quarter [6][16] - The weighted average spread on new commitments was 521 basis points [16] - The weighted average yield at cost of the directly originated lending portfolio decreased to 10.3% from 10.5% [24][19] Market Data and Key Metrics Changes - The U.S. economy showed resilience, easing recession concerns, but inflation remained elevated [15] - The Federal Reserve cut interest rates by 25 basis points in both September and October [15] - Increased sponsor M&A activity was noted, driven by private equity firms needing to deploy capital [15][41] Company Strategy and Development Direction - The company aims to leverage its strong position in the middle market to source attractive investment opportunities [7][9] - The focus remains on maintaining a diversified portfolio with a significant portion in first lien loans [9][18] - The company is actively working on initiatives to offset the impact of declining base rates on net investment income [12][13] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about ongoing M&A activity due to improved market conditions and reduced volatility from tariffs [41] - The company anticipates a positive impact on portfolio company credit quality if base rates decline as expected [20] - Management is focused on a measured approach to deploying capital while maintaining portfolio granularity [46] Other Important Information - The board declared a quarterly dividend of $0.38 per share, payable on December 23, 2025 [11] - The company experienced an increase in non-accrual investments, which now represent 3.1% of the portfolio at fair value [22] Q&A Session Summary Question: What drove the increase in non-accruals? - Management noted that there was no common theme among the companies that went on non-accrual, with some impacted by tariffs and others by weakened consumer sentiment [32][33] Question: Is the increase in M&A activity sustainable through 2026? - Management indicated that ongoing demand for M&A activity is expected due to private equity firms needing to deploy capital and improved market conditions [40][41] Question: How is the company evaluating the timing of mitigating actions against lower base rates? - Management emphasized a deliberate approach to deployment, balancing the need to return to target leverage with the opportunity to create a granular portfolio [46] Question: What are the latest thoughts on dividend coverage given the current rate outlook? - Management confirmed that the dividend remains intact, with several levers in place to mitigate the effects of lower base rates [60]

Financial Data and Key Metrics Changes - For Q3 2025, the company generated net investment income and adjusted net investment income of $0.57 per share, slightly below public guidance of approximately $0.58 and $0.57 per share respectively [8] - The net asset value increased to $21.99 per share from $21.93 at the end of Q2 2025 [26] - Total investment income was $373 million, a decrease of $25 million compared to Q2 2025, primarily due to lower interest income [23] Business Line Data and Key Metrics Changes - The company originated approximately $1.1 billion of new investments in Q3 2025, with 60% focused on add-on financings to existing portfolio companies [16] - New investments consisted of 65% in first lien loans, 7% in subordinated debt, 15% in asset-based finance investments, and 12% in capital calls to the joint venture [16] - The weighted average yield on accruing debt investments was 10.5%, a decrease of 10 basis points from the previous quarter [22] Market Data and Key Metrics Changes - The number of deals evaluated in Q3 increased by approximately 30% year over year, indicating a building momentum in M&A activity [12] - The portfolio companies reported a weighted average year-on-year EBITDA growth rate of approximately 4% [17] - Non-accruals represented 5% of the portfolio on a cost basis, down from 5.3% in Q2 2025 [19] Company Strategy and Development Direction - The company plans to implement a forward dividend strategy starting in Q1 2026, targeting an annualized yield of approximately 10% on net asset value [10] - The focus remains on U.S.-based direct lending and top-of-the-capital structure risk, with asset-based finance investments as a complementary part of the portfolio [14] - The company is actively monitoring tariff-related exposures and has low single-digit exposure to U.S. government-related borrowers [13] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the resilience of the BDC industry, noting that many companies successfully navigated previous periods of volatility [5] - The expectation is that the Federal Reserve will continue to reduce rates, which will be beneficial for portfolio companies and likely generate additional M&A activity [6] - Management acknowledged pockets of weakness in economic indicators but noted a healthy labor market supported by solid corporate earnings [12] Other Important Information - The company issued $400 million of unsecured notes due 2031, which were swapped to floating rate [28] - As of September 30, available liquidity was $3.7 billion, with gross and net debt-to-equity levels at 120% and 116% respectively [28] Q&A Session Summary Question: Improvement on legacy names and exit strategy - Management noted progress in restructuring efforts and expressed optimism about monetizing certain investments [33] Question: Progress on spillover and potential special distributions - Management indicated they expect to clean out a little over $100 million of spillover by year-end and may consider a one-time distribution in the first half of next year [35] Question: Dividend policy and resilience in various economic cycles - Management confirmed confidence in the base distribution level, considering various economic factors and forward curves [52] Question: Competitive factors in asset-based finance due to recent defaults - Management stated that recent defaults have not significantly impacted their competitive position, as they have avoided heavy cyclical businesses [74]

Core Insights - Wall Street bonuses are expected to see significant growth for the second consecutive year, driven by market volatility and a resurgence in M&A activity [1] - The report from Johnson Associates Inc indicates that year-end incentive compensation for investment bankers, traders, and wealth management professionals is projected to increase [1] - Stock traders, particularly those assisting investors with stock positions, are anticipated to experience the largest bonus increase, potentially reaching 25% due to market fluctuations [1] - Alan Johnson, Managing Director of Johnson Associates, noted that all sectors are exhibiting unusually positive trends, benefiting from the overall good performance of the economy and financial markets [1] Industry Summary - The investment banking sector is poised to benefit from increased trading demand and a recovery in M&A activities [1] - The financial market's performance is contributing positively to the compensation landscape for financial professionals [1] - Market volatility is a key driver for the anticipated growth in bonuses, particularly for stock traders [1]

Financial Data and Key Metrics Changes - Revenue increased by 10.8% year over year to $185.9 million, marking the best three revenue quarters in CRA's history [6] - Non-GAAP net income, earnings per diluted share, and EBITDA increased by 12.7%, 16.4%, and 14.6% respectively [7] - Non-GAAP EBITDA margin for the first three quarters of fiscal 2025 was 13.0% [15] Business Line Data and Key Metrics Changes - Revenue from legal and regulatory services increased by 11.5%, driven by activity in the broader legal market [7] - The antitrust and competition economics practice achieved record quarterly revenue, supported by ongoing merger-related activity [8] - Management consulting services revenue increased by 8% year over year, led by the energy practice [11] Market Data and Key Metrics Changes - North American operations revenue increased by 6.8%, while international operations expanded by 30.3% year over year [6] - Worldwide M&A activity totaled $3 trillion during the first nine months of 2025, an increase of 33% compared to the previous year [8] Company Strategy and Development Direction - The company is raising its revenue guidance for fiscal 2025, now expecting revenue in the range of $740 million to $748 million [15] - CRA continues to focus on cross-functional economic analysis, particularly in response to growing needs in transfer pricing and antitrust services [11] Management's Comments on Operating Environment and Future Outlook - Management expressed cautious optimism regarding future performance, noting the consistency of results and strong demand across various practices [46] - The company remains mindful of uncertain global macroeconomic conditions that could impact business [16] Other Important Information - The company concluded the quarter with $22.5 million in cash and $95.0 million in borrowings, resulting in net debt of $72.5 million [17] - A 16% increase in quarterly cash dividend from $0.49 to $0.57 per common share was announced, reflecting confidence in business quality [19] Q&A Session Summary Question: Headcount dynamics and sustainability - Management explained that headcount changes reflect evaluations of growth opportunities, with a focus on profitable practices [25][26] Question: Bill rates and revenue growth - Management confirmed that bill rates have increased low double digits, driven by rate card increases and consistent client demand [28][30] Question: International growth drivers - The competition practice in Europe has shown strong performance, with consistent enforcement driving growth compared to North America [34] Question: Legal and regulatory activity drivers - Management noted broad-based inflow activity across several practices, indicating strong demand for consulting support [42][44] Question: Regulatory scrutiny on antitrust and M&A - Management observed no significant contraction in project inflows despite changes in regulatory stance, indicating continued strong demand [56] Question: Life sciences practice outlook - The life sciences practice is showing signs of growth, but management remains cautious about declaring a significant upward trend [57] Question: Intellectual property practice sustainability - The intellectual property practice is collaborating with other practices, indicating strong demand for complex matters [60] Question: Hiring pipeline for Vice Presidents - Management expressed satisfaction with the influx of new Vice Presidents, highlighting the value proposition of CRA in attracting talent [62]

Core Viewpoint - The upcoming earnings season for major U.S. banks is expected to show strong performance driven by a recovery in investment banking and resilient economic conditions supporting consumer and commercial lending [1][2]. Group 1: Earnings Expectations - JPMorgan is projected to see a more than 10% increase in earnings per share (EPS) for Q3, with investment banking revenues expected to grow in the low double digits [1]. - Bank of America anticipates nearly a 17% year-over-year increase in EPS, with investment banking revenues expected to rise by 10% to 15% [2]. - Citigroup's EPS is expected to surge by 26%, primarily driven by capital markets activities [2]. - Goldman Sachs forecasts a 31% increase in EPS, benefiting from a rebound in investment banking and trading [2]. - Morgan Stanley expects over an 11% increase in EPS, supported by its strengths in capital markets and wealth management [2]. - Wells Fargo's EPS is projected at 1.54, while other banks have specific EPS estimates as well [3]. Group 2: Investment Banking Activity - Investment banking activities have rebounded due to regulatory easing and expectations of further interest rate cuts, with JPMorgan describing the summer as one of its busiest merger seasons [4]. - As of mid-September, 49 merger deals were announced in Q3, up from 39 in Q2 and 32 in the same period last year, with a total global merger volume reaching $2.6 trillion, the highest since the pandemic peak in 2021 [4]. Group 3: Trading and Interest Income Outlook - Trading revenues are expected to grow, with analysts noting that Q3 typically sees lower trading activity, but 2025 appears to break this trend [6]. - Net interest income (NII) is anticipated to remain robust due to the resilient U.S. economy, with banks reporting that consumer financial conditions are stable [6]. - Concerns are emerging regarding potential increases in default rates among small businesses, despite the overall positive outlook for investment and commercial banking [6].

Core Viewpoint - The PNC Financial Services Group is positioned to benefit from the Federal Reserve's recent interest rate cuts, which may lead to increased loan originations and M&A activity in the financial sector [2][4]. Financial Sector Overview - The financial sector has experienced a year-to-date gain of 10.82%, ranking fourth among the S&P 500's 11 sectors [1]. - The Federal Reserve's recent interest rate cut is expected to initiate a prolonged rate-cutting cycle, benefiting financial institutions [2]. Impact on Housing Market - The U.S. housing market has been facing high unaffordability, with mortgage origination volumes near historic lows [3]. - Despite overall low loan originations, certain regions like Arizona have seen a year-over-year increase of nearly 32% in mortgage demand [7]. PNC's M&A Activity - PNC recently announced a $4.1 billion acquisition of FirstBank, expanding its presence in desirable housing markets like Colorado and Arizona [6][8]. - This acquisition makes PNC the largest bank in the Denver market and increases its consolidated assets to approximately $575 billion [8]. Growth Metrics - PNC's market capitalization has increased from $18.12 billion to $80.20 billion, reflecting a nearly 343% growth over 19 years [9]. - The company's stock price has appreciated by 221% since the beginning of its acquisition strategy in 2006 [10]. - PNC reported Q2 earnings of $3.85 per share, exceeding Wall Street's consensus of $3.56, indicating strong loan growth [11]. Future Projections - PNC's earnings are expected to grow by 12.69% next year, from $15.37 per share to $17.32 per share, based on a forward price-to-earnings multiple of 13.35 [12]. - The company has revised its forward guidance for net interest income from 6% to 7% [14].

Core Viewpoint - Despite a gradual recovery in real estate securities following earlier price adjustments, risks from U.S. trade policies and uncertainties surrounding Federal Reserve interest rate cuts continue to exert pressure on future growth [1] Growth Drivers - Resilient income levels: Real Estate Investment Trusts (REITs) tend to perform relatively stable in trade dispute or tariff-dominated market environments due to their focus on local demand and defensive characteristics, along with long-term leases that naturally hedge against inflation [3] - Solid fundamentals: Limited new project supply leads to supply-demand imbalances, supporting property valuations and rental levels [4] - Structural growth trends: Shortages in the residential market drive up rents for tiered units and senior housing, while digitalization trends such as e-commerce and artificial intelligence boost demand for logistics facilities (e.g., industrial properties, cold chain storage) and data centers [4] - Strong potential for valuation recovery: Historical data shows that when U.S. 10-year Treasury yields are between 3% and 5.25%, REITs often outperform the overall stock market, indicating potential for valuation recovery as interest rate expectations remain high [4] - Increased merger and acquisition activity potential: Attractive valuations combined with improving fundamentals encourage more private equity funds to participate in the REIT market, with a low-interest environment still favoring M&A transactions even if the Federal Reserve delays rate cuts [4] Investment Opportunities - The Asia-Pacific real estate sector exhibits relatively high defensiveness amid market volatility caused by trade policies and concerns over global economic growth, contrasting with the negative impacts on export-oriented industries [6] - In Japan, market concerns and political uncertainties threaten economic growth, suggesting that the Bank of Japan is unlikely to raise interest rates this year [6] - In Australia, if inflation is controlled, the Reserve Bank of Australia is expected to continue lowering policy rates through the remainder of 2025 [6] - Japanese developers benefit from improved shareholder return policies, while Japanese REITs are expected to perform well driven by catalysts in logistics and hospitality sectors [7] - In Australia, residential and retail REITs benefit from strong local consumption and rate cuts [7] - In Singapore, local retail and industrial REITs may have upside potential due to robust dividend growth and low vacancy rates [7] - In Hong Kong, non-essential retail REITs may benefit from low yields and potential interconnectivity arrangements with the mainland Chinese market [7] - Following two years of volatility, a stabilizing macro environment and declining capital costs provide clearer prospects for REITs, with certain sectors and regions showing solid fundamentals and clear long-term growth drivers, presenting attractive entry points for patient long-term investors [7] - Compared to the overall stock market, REITs exhibit lower earnings uncertainty, and a mild interest rate environment amid slowing economic growth favors valuation recovery, suggesting that global REITs may present optimal investment opportunities in a high-growth, low-inflation environment [7]

Core Insights - The private equity market is experiencing robust growth globally, particularly in China, driven by the continuous opening and innovation in the asset management market [1] - Technological innovation and active merger and acquisition (M&A) activities are emerging as new trends in the private equity market, injecting vitality into the industry [1][4] Group 1: Technological Innovation - Technological innovation is a key driver of economic growth and remains a hot investment area for private equity [1] - Private equity firms are increasing investments in technology innovation companies, addressing financing challenges and promoting the transformation of technological achievements and industrial upgrades [1] - Investment is focused on high-growth potential sectors such as semiconductors, automation equipment, artificial intelligence, low-altitude economy, and robotics [1] Group 2: Mergers and Acquisitions - M&A activities are becoming increasingly active in the private equity market, supported by policy incentives such as cross-border M&A support and expedited review processes [3] - M&A restructuring enhances the integration of quality assets, boosts market liquidity, and provides more investment opportunities and exit channels for private equity firms [3] - The activity level of M&A in key sectors like technology and pharmaceuticals has significantly increased, driving industry integration and upgrades [3] Group 3: Investment Strategies and Market Dynamics - Private equity firms are innovating their investment strategies in response to intensified market competition and diverse investor demands, focusing on specialized investment strategies across various sectors [3] - The involvement of government and state-owned capital in the private equity market is becoming more prominent, providing additional funding support and promoting healthy market development [3] - With the relaxation of policies and market maturation, more institutional investors are increasing their investments in private equity, enriching the market's funding sources [3] Group 4: Challenges and Future Outlook - The private equity market faces challenges such as regulatory compliance and risk control, with varying regulatory systems across jurisdictions increasing compliance costs and transaction difficulties [4] - Economic conditions and market volatility add unpredictability to investment risks, necessitating enhanced risk control and compliance levels from private equity firms [4] - Despite the challenges, private equity firms are expected to continue increasing investments in technology innovation and actively participate in M&A activities to drive industry integration and upgrades [4]

Financial Data and Key Metrics Changes - The company reported a GAAP net income of $20.8 million for Q2 2025, which included a $3.36 million gain from the sale of a branch and various acquisition-related expenses [12][21] - The core net income, excluding non-core items, was $19.5 million, translating to an EPS of $0.66 [12][21] - The return on average assets (ROAA) was maintained at 1% and tangible book value increased by almost 15% annualized [6][12] Business Line Data and Key Metrics Changes - Total loans held for investment increased by 4.5% annualized, amounting to an increase of $66.7 million from Q1 [14] - New loan production was $432 million, primarily driven by commercial and industrial (C&I) loans and commercial real estate (CRE) [14] - Total deposits decreased by $38.5 million, mainly due to a net decrease in interest-bearing deposits [15] Market Data and Key Metrics Changes - The weighted average cost of deposits decreased to 2.62%, down six basis points from the previous quarter [18] - Non-interest bearing deposits increased by $102 million or 7.8% on a linked quarter basis [16] - The company expects to maintain elevated liquidity levels in the near term, assuming no rate cuts [17] Company Strategy and Development Direction - The company is focused on improving operational efficiency through a core processing system upgrade, which is expected to enhance both organic and inorganic growth [7][9] - A partnership with Progressive Bank is anticipated to provide meaningful earnings accretion starting in 2026 [9][10] - The company aims to maintain a balanced approach to growth while managing concentration risks, particularly in C&I and owner-occupied loans [46][76] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in navigating through credit challenges, with expectations for resolution on non-performing loans in the upcoming quarters [10][34] - The sentiment among borrowers is improving, with increased activity noted in the market, contributing to a more optimistic outlook for loan growth [76] - The company is prepared to capitalize on opportunities for growth while maintaining a disciplined approach to risk management [86] Other Important Information - The company experienced a negative trend in asset quality metrics, with non-performing loans (NPLs) increasing to 0.97% [22] - The company is actively managing its funding sources, including an increase in FHLB borrowings to optimize its balance sheet [54] Q&A Session Summary Question: Excess liquidity related to core conversion - Management indicated that excess liquidity will be maintained until the core conversion with Oakwood is complete [28][29] Question: Credit migration and reserves - Management confirmed that the migration was from substandard to non-accrual, with adequate reserves in place for the affected credits [30][32] Question: Expense outlook for the next quarters - Management expects a modest increase in core expenses in Q3, with a run rate in the low $50 million range [40] Question: Loan growth expectations - Management anticipates mid-single-digit loan growth for the remainder of the year, with a positive sentiment among borrowers [72][76] Question: Loan yields and competition - Management noted that loan yields have softened due to competition, but they remain focused on maintaining a competitive stance [51] Question: Feedback on the new core processing system - Management stated it is too early for comprehensive feedback but remains optimistic about the long-term benefits of the new system [56][58] Question: Growth potential of Smith Sheldon Wilson - Management expressed confidence in the growth potential of Smith Sheldon Wilson, expecting to double its impact in the next 12-24 months [63][65]