Financial Data and Key Metrics Changes - Revenue increased by 3.3% to $353.6 million in Q3 2025, marking the second consecutive quarter of revenue growth [4][9] - Gross margin improved to 35.6%, an increase of 160 basis points year-over-year [5][10] - Operating income rose over 18% to $26.3 million, with an operating margin of 7.4% [12] - SG&A expenses increased by 6% year-over-year to $99.7 million, reflecting strong cost control but higher variable compensation expenses [12][35] Business Line Data and Key Metrics Changes - U.S. revenue grew by 2.9%, while Canadian revenue improved by 12.3% in local currency [9] - The company experienced growth in its largest strategic accounts, while smaller transactional customers saw a decline [4][9] Market Data and Key Metrics Changes - Federal government spending showed a decline due to timing and budget uncertainty, but state and local government segments remained positive [10][21] - Continued growth was reported into October, with higher growth rates than those reported for Q3 [21] Company Strategy and Development Direction - The company is reframing its go-to-market strategy to focus on key accounts and enhance customer relationships [6][15] - Investments in distribution capacity, supply chain improvements, and employee development are expected to drive future growth [5][15] - The company is evaluating strategic M&A opportunities to expand its market presence [15] Management Comments on Operating Environment and Future Outlook - Management expressed confidence in navigating market disruptions caused by tariffs and emphasized a focus on controllable factors [15] - The company anticipates continued year-over-year margin expansion in Q4, despite potential sequential margin pullback [11] Other Important Information - The company maintains a strong balance sheet with a current ratio of 2.2 to 1, $67.2 million in cash, and no debt [13] - A quarterly dividend of $0.26 per share was declared [13] Q&A Session Summary Question: Impact of price changes on the quarter - Management indicated that pricing actions taken in August resulted in a mid-single digits price increase, expected to remain consistent or slightly higher in Q4 [17][18] Question: Growth in large strategic accounts - Management confirmed continued momentum in strategic accounts and plans to deepen relationships and expand offerings [19][20] Question: Health of core SMB customers - Management reported healthy retention rates among core customers, with a focus on servicing these businesses effectively [29] Question: Total addressable market opportunity - Management is assessing the total addressable market and plans to share insights in the future, indicating double-digit TAMs in industrial distribution [32][33] Question: Growth in SG&A expenses - The increase in SG&A expenses is primarily attributed to variable compensation related to improved performance compared to the previous year [34][35]