Financial Data and Key Metrics Changes - Gross billings increased by 8.6% year-over-year to $2.32 billion in Q3 2025 compared to $2.14 billion in Q3 2024 [11] - PEO gross billings rose by 8.8% to $2.3 billion, while staffing revenues declined by 10% to $19 million [11] - Net income per diluted share grew by 7% to $0.79 compared to $0.74 in the prior year [16] - Average billing per Worksite Employee (WSE) per day increased by 2.5% due to rising wages [11] Business Line Data and Key Metrics Changes - Staffing operations experienced a decline of 10.3% year-over-year, aligning with expectations amid macroeconomic uncertainty [4][5] - PEO Worksite employees grew by 6.1%, driven by a record number of new client additions [11] - The company added approximately 1,300 participants to its benefits products in Q3, with over 20,000 total participants by October [6][7] Market Data and Key Metrics Changes - Southern California saw a 9% growth, while Northern California grew by 3%. The Mountain region grew by 13%, and the East Coast by 14%. The Pacific Northwest declined by 3% [12] - Asset light markets experienced significant growth of 132% [12] Company Strategy and Development Direction - The company is focusing on expanding into new markets with an asset-light model, having opened new branches in Chicago and Dallas [5][51] - Investments in technology and product enhancements are aimed at improving client service and retention [9][54] - The company plans to launch new products in January and March, enhancing its comprehensive human resource information system [54] Management's Comments on Operating Environment and Future Outlook - Management noted a slowdown in client hiring, particularly in California, due to macroeconomic uncertainties [4][10] - The company remains optimistic about future growth, expecting gross billings growth between 8.5% and 9.5% for the year [17] - Management anticipates a strong controllable growth trend and an increase in WSEs between 6% and 8% for the year [17] Other Important Information - The company repurchased $8 million of shares in Q3 at an average price of $47 per share and paid $2.1 million in dividends [16] - The balance sheet remains strong with $110 million in unrestricted cash and no debt [16] Q&A Session Summary Question: How are BBSI benefits policies performing amid rising claims costs? - Management stated that they do not take on risk for health insurance and have de-risked their workers' compensation, noting that rates are increasing across the board [20][21] Question: How much is BBSI benefits driving the record WSE additions? - Management indicated that multiple factors contribute to growth, including technology, product offerings, and sales efforts [24] Question: What are the expectations for WSE growth in 2026? - Management expressed optimism about growth acceleration due to approved rate increases in California, but noted that the impact on WSE growth is still uncertain [28][31] Question: What key variables could affect gross billings in 2026? - Management highlighted controllable growth, wage inflation, and client workforce changes as key variables [34] Question: What is the outlook for new client pipeline compared to last year? - Management confirmed that the new client pipeline is healthier than the previous year, with more business in the funnel [40] Question: How did the openings in Chicago and Dallas perform? - Management reported successful grand openings with strong community engagement and client participation [51] Question: Are there specific areas of opportunity in IT product objectives? - Management emphasized the development of AI-enabled technology to enhance the employee life cycle experience [54]