Financial Data and Key Metrics Changes - The company reported net sales of $303 million, reflecting a 4% decline from $315.8 million in the same quarter last year, with an organic decline of 5.4% [15][22] - GAAP net income for Q3 2025 was $14.9 million, down from $20.8 million in the prior year, impacted by lower sales volumes and increased costs [12][22] - Adjusted net income increased by 2.6% year-over-year to $27.3 million, driven by gross margin expansion and operating leverage [14][22] - Adjusted EBITDA for Q3 2025 was $49.8 million, compared to $47.9 million in Q3 2024, with an adjusted EBITDA margin of 16.4%, a 120 basis point increase [18][22] Business Line Data and Key Metrics Changes - Equipment net sales decreased by 8.7%, while service sales increased by 5.9%, and parts and consumables grew by 2.5% compared to the prior year [15][16] - In the Americas, organic sales were down 7%, primarily due to lower industrial equipment sales, while EMEA saw a slight decline of 0.4% [16][22] - APAC experienced a 6.4% decrease in organic sales, mainly driven by lower commercial equipment volumes in China [16] Market Data and Key Metrics Changes - Orders in the Americas grew by 1% year-over-year, with a solid performance when adjusting for the prior year's backlog benefit [7] - EMEA orders increased by 8% year-over-year, showing encouraging momentum from strategic initiatives [8] - APAC faced challenges, particularly in China, but Australia and India performed well, contributing to sales growth [8] Company Strategy and Development Direction - The company launched the T360 midsize walk-behind scrubber and expanded its AMR robotics business, with sales up 9% and unit volumes up 25% [8][9] - The ERP modernization project is progressing, with successful go-live in APAC, enhancing operational efficiency and customer experience [9][25] - The company is focused on mitigating tariff impacts through pricing actions and supply chain adjustments, while maintaining operational efficiency and prudent capital allocation [10][22] Management's Comments on Operating Environment and Future Outlook - Management acknowledged the complexity of the trade environment and the impact of tariffs on customer purchasing behavior, particularly in North America [5][10] - Despite external pressures, the company remains confident in its ability to navigate challenges and achieve sales, EBITDA, and EPS targets for the year [10][22] - The company anticipates sustained macroeconomic volatility and ongoing tariff-related pressures, projecting organic growth slightly below initial guidance [11][22] Other Important Information - The company returned $28 million to shareholders through dividends and share repurchases, demonstrating commitment to capital allocation [6][20] - The liquidity position remains strong, with $99.4 million in cash and cash equivalents and approximately $409 million of unused borrowing capacity [21] Q&A Session Summary Question: Concerns about order growth slowing - Management noted that order growth has been impacted by prior year comparisons and expressed confidence in achieving order growth in Q4 [26][29] Question: Customer sentiment and future outlook - Management indicated that customers are currently experiencing uncertainty due to tariffs, leading to delays in planned purchases, particularly in North America [30][31] Question: Capital deployment and share repurchase program - Management confirmed ongoing share repurchase activities and expressed flexibility to adjust the program based on market conditions [37] Question: ERP rollout timeline - Management provided an update on the ERP project, confirming successful go-live in APAC and preparing for North America and EMEA rollouts [39] Question: Performance of new products - Management highlighted strong early returns from the Z50 Citadel unit, indicating a positive reception and quick order conversions [40][41] Question: Growth in AMR business - Management reported a 9% increase in AMR sales and 25% increase in units, driven by new product introductions and strong demand from strategic accounts [43][45] Question: Impact of tariffs on competition - Management acknowledged that while tariffs have been a headwind, they have not yet seen significant shifts in competitive pricing [46]