Summary of Zebra Technologies Conference Call Company Overview - **Company**: Zebra Technologies (NasdaqGS: ZBRA) - **Event**: 2025 Conference at UBS Global Technology and AI Conference - **Date**: December 01, 2025 Key Points Industry and Market Performance - **Demand Trends**: Demand in the second half of the year is consistent with expectations, with customers progressing on projects that were in the pipeline [2][3] - **Regional Performance**: - **North America**: Strong performance driven by retail and e-commerce; significant growth in Latin America, marking the largest quarterly revenue in the company's history [3][4] - **Asia-Pacific**: Notable growth due to investments in Japan, Southeast Asia, and India [3] - **Europe**: Challenges noted, particularly in Germany and France, impacting overall performance [4] Growth Opportunities - **Future Outlook**: Anticipation of continued growth driven by digitization and automation trends across various sectors [4] - **RFID and AI**: RFID solutions have seen double-digit growth and are expected to continue; AI is viewed as a catalyst for growth, enhancing operational efficiency and customer decision-making [5][10][18] - **Machine Vision**: Stabilization in the machine vision business with expectations for growth in 2026, particularly following acquisitions that enhance capabilities [5][19] Competitive Landscape - **Market Position**: Competitive landscape remains stable, with Zebra Technologies maintaining a strong position and gaining market share in core areas [7][8] - **Acquisition of Elo**: The acquisition is expected to enhance the company's offerings in self-service and touchscreen capabilities, creating synergies and expanding market reach [25][26] Financial Performance and Projections - **Revenue Growth**: Projected revenue growth of 5-7% with an expectation of 50 basis points of EBITDA margin expansion annually [35][37] - **Tariff Mitigation**: Significant reduction in reliance on China for production, from 80-85% to less than 20% by 2026, with a projected $25 million tailwind from tariff mitigation [32][33] - **Capital Allocation**: Commitment to invest 10% of revenue in R&D, alongside a $500 million share repurchase program over the next 12 months [42][43] Challenges and Risks - **Market Uncertainty**: Customers are cautious about larger orders due to economic uncertainties, leading to longer project timelines without acceleration [39][40] - **Memory Costs**: Rising memory costs are acknowledged as a factor, but are currently manageable within the company's operational framework [38] Strategic Focus Areas - **AI Development**: Emphasis on developing AI applications tailored for frontline workers, leveraging the company's mobile computing capabilities [45] - **Integration of Elo**: Focus on successfully integrating Elo to drive new revenue streams and enhance customer experiences [46] Conclusion - Zebra Technologies is positioned for growth through strategic investments in technology, acquisitions, and a focus on operational efficiency, despite facing challenges in certain markets and economic uncertainties. The company is optimistic about its future prospects, particularly in AI and RFID solutions, while maintaining a strong competitive position in the industry [4][5][10][25][35][46]

Financial Data and Key Metrics Changes - The company reported sales of $1.3 billion for Q3, representing a 5% increase year-on-year, with an adjusted EBITDA margin of 21.6%, a 20 basis point improvement, and non-GAAP diluted earnings per share of $3.88, which is 11% higher than the previous year [4][6] - Adjusted gross margin declined by 90 basis points to 48.2%, primarily due to higher U.S. import tariffs [8] Business Line Data and Key Metrics Changes - The Enterprise Visibility and Mobility (EVM) segment grew by 2%, led by mobile computing, while the Asset Intelligence and Tracking (AIT) segment grew by 11%, driven by RFID and printing [7] - The software recurring revenue business grew modestly during the quarter [7] Market Data and Key Metrics Changes - North America sales increased by 6%, with double-digit growth in mobile computing and RFID, although there was weakness in Canada [8] - Asia Pacific sales surged by 23%, led by Australia, New Zealand, and India, while Latin America saw an 8% increase [8] - EMEA sales declined by 3%, with mixed performance across the region [8] Company Strategy and Development Direction - The company is focused on digitizing and automating workflows, with a strong emphasis on AI, mobile computing, and cloud solutions [11][12] - The acquisition of Elo Touch Solutions is expected to enhance the company's capabilities in self-service and point-of-sale solutions, increasing the addressable market [17][19] - The company plans to commit $500 million to share repurchases over the next 12 months to drive long-term shareholder value [6] Management's Comments on Operating Environment and Future Outlook - Management noted that customers are navigating an uncertain macro environment, leading to uneven demand across geographies and vertical markets [6][33] - The company anticipates sales growth of 8% to 11% in Q4, with adjusted EBITDA margin expected to be around 22% [10] - Management expressed confidence in sustainable long-term growth driven by trends such as labor constraints and advancements in AI [19] Other Important Information - The company has successfully mitigated the impact of tariffs, expecting a gross profit impact of approximately $24 million for the full year [9] - The company is transitioning to new reporting segments: Connected Frontline and Asset Visibility and Automation [7] Q&A Session Summary Question: Demand trends and Q4 guidance - Management indicated that Q3 demand was solid, with some customers ordering earlier to meet peak season demand, but noted that EMEA continues to show weakness [24][25] Question: EVM segment growth - Management acknowledged strong growth in mobile computing but noted a decline in data capture due to tough comparisons [26][27] Question: 2026 outlook and demand characterization - Management stated that while customers remain cautious, they are well-positioned for long-term growth, particularly with AI advancements [32][33] Question: Large project funnel and customer conversations - Management reported consistent demand trajectory but noted that some customers are spreading projects over multiple quarters due to macro uncertainty [40][41] Question: Elo Touch Solutions impact on Q4 - Elo is expected to contribute approximately $100 million in Q4, with overall organic demand remaining flat [50][51] Question: RFID growth and future visibility - Management confirmed strong double-digit growth in RFID, with continued opportunities across various sectors [52][53] Question: AI opportunities and hardware refresh cycles - Management sees potential for higher-end devices and a refresh cycle driven by AI advancements, with first revenues expected in 2026 [56][57] Question: Pricing actions related to tariffs - Management noted that pricing actions have not significantly impacted demand, with an expected annual benefit of around $60 million from these actions [70][71] Question: OBBBA tax impact - Management expects a reduction in cash taxes due to the new tax bill, with an incremental cash benefit of over $200 million expected over the next two years [72][74]