First Business Financial Services (FBIZ) Q1 2025 Earnings Call April 25, 2025 02:00 PM ET Company Participants Corey Chambas - CEODavid Seiler - President & COOBrian Spielmann - CFODaniel Tamayo - Vice PresidentJames E. Hartlieb - President & CEO - First Business BankBradley A. Quade - EVP & Chief Credit OfficerDamon Delmonte - Managing DirectorBrian Martin - Director - Banks & Thrifts Conference Call Participants Jeffrey Rulis - MD & Senior Research AnalystNathan Race - Managing Director & Senior Research ...

Financial Data and Key Metrics Changes - The first quarter consolidated volume was 4.2 billion gallons, down 5% year over year [21] - Consolidated gross profit declined 9% from last year's first quarter to $230 million [21] - Adjusted operating expenses were $178 million in the first quarter, down 6% year over year [30] - Interest expense was $23 million in the first quarter, down over 20% year over year [31] - The adjusted effective tax rate in the first quarter was 15%, lower than the full-year guidance range of 22% to 25% [32] Business Line Data and Key Metrics Changes - Aviation volume was 1.7 billion gallons, up 2% year over year, with gross profit of $116 million, a 7% increase [23] - Land volumes decreased 6% year over year, with adjusted gross profit of $79 million, a 19% decline [25] - Marine volumes were down 14% year over year, with gross profit declining about 26% [27] Market Data and Key Metrics Changes - The North American liquid land fuel business was negatively impacted by market trends and broader economic conditions [9] - Volume in Singapore, the world's largest bunker fuel hub, dropped to its lowest level in nearly two years [28] Company Strategy and Development Direction - The company is focused on streamlining its portfolio and reducing fixed costs to improve profitability and reduce earnings volatility [8] - Recent divestments of the Brazilian and UK land businesses are part of the strategy to concentrate on core business activities [10][11] - The company aims to leverage its expertise in last half-mile distribution solutions for sustainable growth [12] Management's Comments on Operating Environment and Future Outlook - Management acknowledged macroeconomic headwinds but expressed confidence in achieving strategic and operational objectives [8] - The company expects profit improvement from restructuring actions by the second half of 2025 [10] - Despite uncertainty in some markets, management anticipates second quarter consolidated gross profit to be in the range of $235 to $244 million [29] Other Important Information - The company generated operating cash flow of $114 million and free cash flow of $99 million in the first quarter [32] - The company repurchased $10 million of shares during the first quarter [32] Q&A Session Summary Question: Details on the UK sale and its impact on land volumes - The UK land business generated an operating loss in 2024, and its sale is expected to improve Land's operating margin [40][41] Question: Clarification on land segment performance and future expectations - The company expects to perform better than the previous year's weak second quarter, despite ongoing economic uncertainty [62] Question: Insights on restructuring actions and expected savings - A $15 million charge was taken for restructuring, expected to result in about $30 million of annualized cost savings [85] Question: M&A opportunities in the current environment - The pipeline for acquisitions remains stable, with some opportunities arising from more reasonable seller expectations [90]

Financial Data and Key Metrics Changes - The company reported operating earnings of $0.92 per share, supported by solid underwriting performance and a 12% increase in investment income [13] - The total combined ratio was 82.3%, up from 78.5% last year, influenced by lower levels of favorable prior year's reserve releases [14] - Net earnings on a GAAP basis totaled $0.68 per share, down from $1.39 per share in Q1 2024, primarily due to a shift from $45 million in unrealized equity gains to $42 million in unrealized losses [15] Business Line Data and Key Metrics Changes - The property segment experienced a 6% decline in gross premiums, largely due to rate decreases in E&S property, offset by growth in marine and Hawaii homeowners [16] - The casualty segment posted a 99 combined ratio for Q1, with gross premiums up 14% over last year, but a cautious approach was maintained regarding wheel space businesses [18][19] - The securities segment's gross premium was relatively flat, with a combined ratio of 68.5%, down from 80.9% in 2024, benefiting from favorable development [21] Market Data and Key Metrics Changes - The insurance industry is facing challenges from legal system abuse, trade disruption, and economic uncertainty, impacting overall market conditions [10] - Increased competition in several areas has led to slower top-line growth, particularly in the property segment [26] - The property insurance market is experiencing aggressive competition, especially in the Florida wind market, with some competitors slashing rates [38] Company Strategy and Development Direction - The company focuses on opportunities where it can differentiate itself and where the market supports adequate returns, emphasizing a long-term growth strategy [11] - The management is committed to maintaining discipline in underwriting and is prepared to take remedial action in underpriced or underperforming markets [8] - The company is exploring growth opportunities in the casualty segment while being selective in auto coverage due to increased severity [27][34] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in navigating through economic uncertainties, citing a diversified portfolio as a key advantage [47] - The company anticipates that increased construction activity in the U.S. could create more opportunities, despite potential pressures from economic slowdowns [50] - Management remains cautious about the auto segment due to rising loss severity, while also addressing challenges in the property segment [66][79] Other Important Information - The company announced a 6% increase in book value per share from year-end 2024 and a quarterly dividend increase to $0.15 per share [24] - The company is actively managing its underwriting practices to address loss trends and maintain profitability [41][43] Q&A Session Summary Question: Insights on managing through potential recession due to tariff policy - Management highlighted the diversified portfolio as a significant advantage, noting that while construction may face pressure, overall profitability could be maintained [47][48] Question: Concerns about undisciplined market behavior from MGAs - Management acknowledged aggressive behavior from MGAs but emphasized their consistent market presence and financial strength, which allows them to remain a reliable option for producers [55][56] Question: Update on personal umbrella book regarding frequency and severity - Management confirmed that severity has been increasing for several years, and they are actively addressing this through rate increases and selective underwriting [66][67] Question: Changes in philosophy regarding California residential owners - Management remains hesitant to enter the California market due to challenges in underwriting and regulatory processes, preferring to focus on commercial lines [90][141] Question: Rate pressure on earthquake coverage and reinsurance costs - Management noted competitive pressures in the earthquake market, particularly in California, and indicated that reinsurance costs have been decreasing [96][106] Question: Opportunities in the inland marine market - Management reported profitable growth in the inland marine segment, leveraging local expertise and partnerships to capitalize on construction-related opportunities [110][111] Question: Non-renewal of larger accounts in transportation - Management indicated that non-renewals are based on both unacceptable loss experience and competitive pricing from other insurers [116] Question: Impact of tariffs on transportation coverage and construction underwriting - Management acknowledged potential impacts from tariffs but noted that they are prepared to navigate these challenges based on past experiences [125][132]

Financial Data and Key Metrics Changes - The company reported operating earnings of $0.92 per share, supported by solid underwriting performance and a 12% increase in investment income [13] - The total combined ratio was 82.3%, up from 78.5% last year, influenced by lower levels of favorable prior year's reserve releases [14] - Net earnings on a GAAP basis totaled $0.68 per share, down from $1.39 per share in Q1 2024, primarily due to a shift from $45 million in unrealized equity gains to $42 million in unrealized losses [15] Business Line Data and Key Metrics Changes - The property segment experienced a 6% decline in gross premiums, largely due to rate decreases in E&S property, offset by growth in marine and Hawaii homeowners [16] - The casualty segment posted a 99 combined ratio for Q1, with gross premiums up 14% over last year, but a cautious approach was maintained regarding wheel space businesses [18][19] - The securities segment's gross premium was relatively flat, with a combined ratio of 68.5%, down from 80.9% in 2024, benefiting from favorable development [21] Market Data and Key Metrics Changes - The insurance industry is facing challenges from legal system abuse, trade disruption, and economic uncertainty, impacting overall market conditions [10] - Increased competition in several areas has led to slower top-line growth, particularly in the property segment [26] - The inland marine market has seen growth due to a larger team and better coverage, with opportunities primarily linked to the construction industry [110] Company Strategy and Development Direction - The company emphasizes a diversified portfolio and disciplined underwriting to navigate market disruptions [8] - Management is focused on opportunities where expertise can differentiate the company, particularly in areas where competitors are pulling back [11] - The company is committed to maintaining a consistent risk appetite and underwriting profitability, even in challenging market conditions [58] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in navigating potential economic downturns, citing a diversified product portfolio as a key advantage [47] - The company anticipates that increased construction activity in the U.S. could create more opportunities, despite potential recessionary pressures [50] - Management remains cautious about the auto insurance segment due to increased severity and loss trends [79] Other Important Information - The company announced a 6% increase in book value per share from year-end 2024 and a quarterly dividend increase to $0.15 per share [24] - Operating cash flow for Q1 totaled $103 million, up $33 million from last year, providing a basis for portfolio activity [22] Q&A Session Summary Question: Insights on managing through potential recession due to tariff policy - Management highlighted a diversified portfolio as a significant advantage, noting that while construction may face pressure, overall profitability could be maintained [47][48] Question: Concerns about undisciplined market behavior from MGAs - Management acknowledged aggressive competition from MGAs but emphasized their consistent market presence and financial strength as a stabilizing factor [55][56] Question: Update on personal umbrella book regarding frequency and severity - Management confirmed that severity has been increasing for several years, and they are actively addressing this through rate increases and selective underwriting [66][67] Question: Impact of tariffs on transportation coverage - Management noted that while there could be short-term impacts on shipping and transportation, they are prepared to navigate these challenges based on past experiences [125][126] Question: Opportunities in California residential owners market - Management remains hesitant to enter the California market due to historical underwriting losses and regulatory challenges, preferring to focus on commercial lines [90][141]

Financial Data and Key Metrics Changes - In the first quarter, consolidated volume was 4.2 billion gallons, down 5% year over year, and consolidated gross profit declined 9% to $230 million [14][20] - Adjusted operating expenses were $178 million, down 6% year over year, and interest expense was $23 million, down over 20% year over year [20][21] - Operating cash flow generated was $114 million and free cash flow was $99 million, demonstrating strong cash flow capabilities [21][24] Business Line Data and Key Metrics Changes - Aviation segment volume was 1.7 billion gallons, up 2% year over year, with gross profit increasing 7% to $116 million, driven by strong performance in airport operations and general aviation [16][22] - Land segment adjusted gross profit was $79 million, a 19% decline year over year, primarily due to weakness in the North American fuel business [17][23] - Marine segment volumes were down 14% year over year, with gross profit declining about 26% due to lower bunker fuel prices and reduced market volatility [18][19] Market Data and Key Metrics Changes - The marine market faced significant uncertainty, with Singapore's bunker fuel volume dropping to its lowest level in nearly two years [19] - Economic uncertainty affected customer dynamics, particularly in the East Coast and California, impacting both volume and margins in the land segment [43][44] Company Strategy and Development Direction - The company is focused on streamlining its portfolio and reducing fixed costs to enhance profitability and resilience [6][8] - Recent divestitures of the Brazilian and UK land businesses are part of a strategy to concentrate on core activities that align with long-term goals [12][13] - The company aims to leverage its geographic diversification to adapt to changes in trade and tariff policies [9] Management's Comments on Operating Environment and Future Outlook - Management acknowledged macroeconomic headwinds but expressed confidence in achieving strategic objectives and improving profitability in the second half of 2025 [7][8] - The company remains committed to enhancing operational efficiencies and driving growth in the North American land business [23][24] Other Important Information - Non-GAAP adjustments for the first quarter totaled approximately $60 million, primarily related to the sale of the UK land business [11][12] - The company expects land gross profit to improve year over year in the second quarter despite recent divestitures [18] Q&A Session Summary Question: Discussion on the UK Sale and its impact on land volumes - Management indicated that the UK business generated an operating loss and its sale would improve land operating margins and reduce capital expenditures [27][28][29] Question: Clarification on aviation segment performance - The aviation segment's strong performance was attributed to increased demand and improved margins, particularly in European airport operations [36][37] Question: Insights on land segment volume decline and future expectations - Management explained that the decline was due to economic uncertainty and evolving market dynamics, but they expect to outperform last year's weak second quarter [42][44] Question: Details on restructuring actions and cost savings - The restructuring actions resulted in a $15 million charge, expected to yield about $30 million in annualized cost savings, with full recognition anticipated by the third quarter [53][54] Question: M&A opportunities in the current environment - The company sees a stable pipeline for acquisitions, with some opportunities arising from more reasonable seller expectations, despite some deals being paused due to deteriorating seller conditions [56][57]

Financial Data and Key Metrics Changes - Consolidated net sales decreased by 0.7%, which was at the higher end of the range implied in the full-year outlook despite an unfavorable foreign currency impact of 0.5% [61] - Consolidated gross profit margin decreased by 40 basis points to 48.6% primarily due to a less favorable product mix and customer mix [62] - GAAP operating margin for the quarter was 0.4% compared to 13.5% in the same period last year, primarily due to non-cash asset impairment charges of $51.5 million [63] - Non-GAAP adjusted EPS was $2.33, down from $2.45 in the same period last year, primarily due to lower adjusted operating income and higher interest expense [69] Business Line Data and Key Metrics Changes - Total sales in the Beauty & Wellness segment increased by 0.1%, driven by contributions from Olive & June, Honeywell, Vicks, and Braun [61] - Home & Outdoor saw an organic business decline of 1.2%, driven by Hydro Flask, partially offset by growth in Osprey and OXO [62] - Adjusted operating margin for Beauty & Wellness declined by 220 basis points to 13.4%, primarily due to incremental growth investments and a less favorable product mix [67] Market Data and Key Metrics Changes - International net sales grew by 5.3%, reflecting expanded distribution and greater collaboration between brand and sales teams [25] - The US weighted distribution increased by approximately 12% year-over-year, making brands more available to shoppers [25] - The competitive environment intensified, with retailers closely managing their inventory [21] Company Strategy and Development Direction - The company is focusing on diversifying its supply chain outside of China and has paused certain purchases from China to manage short-term demand [14][15] - The company aims to leverage its brands that resonate well during economic downturns, offering value to consumers [18] - Strategic choices include growing brands through consumer obsession, leveraging scale, and opportunistic M&A [50] Management's Comments on Operating Environment and Future Outlook - The management acknowledged significant uncertainty and disruption due to global trade policy changes, impacting consumer behavior [11] - The company is not providing fiscal '26 guidance due to the volatile environment and is assessing the incremental tariff impact [53] - Management expressed confidence in navigating the current environment, drawing on past experiences during the pandemic [54] Other Important Information - The company reported the largest year of Project Pegasus savings, contributing to a 60 basis point increase in gross margin [24] - The acquisition of Olive & June is expected to perform well in a cost-conscious environment [84] - The company ended the fourth quarter with total debt of $917 million, reflecting the acquisition of Olive & June [69] Q&A Session Summary Question: Can you talk about the diversification of your manufacturing base? - Management indicated a blend of existing and new suppliers for diversification efforts, with a larger percentage being existing suppliers [88][90] Question: What is the potential cost increase of new manufacturing locations? - Management stated that they are seeing the ability to be cost-neutral irrespective of tariffs, with additional costs mainly from the transition process [93] Question: What are the expected tariff impacts for the year? - Management estimated over $200 million of impact to fiscal year '26 based on current tariff rates [105] Question: Do you expect positive free cash flow for the full year? - Management confirmed that they expect positive free cash flow for the full year [107] Question: What are the expectations for Q1 sales dynamics? - Management anticipates softness in Q1 due to various factors, including retailer adjustments and direct import impacts [110]

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