PresentationMichael HarrisGoldman Sachs Group, Inc., Research Division Good afternoon, everyone, and thanks for joining us today. I'm Mike Harris, and I'm honored to welcome Karla Lewis and she's the President and CEO; Steve Koch, who's the Executive Vice President and Chief Operating Officer of Reliance Inc., and that's the largest metal service center company in North America. But before we get started, a couple of housekeeping items. I mean we are required to make certain disclosures in public appearanc ...

Summary of Reliance (NYSE:RS) 2025 Conference Call Company Overview - **Company**: Reliance, Inc. - **Industry**: Metal Service Center - **Sales**: Approximately $15 billion - **Locations**: About 320, primarily in the U.S. with some international presence - **Business Model**: Purchases metal in bulk, warehouses it, and sells in smaller quantities, focusing on value-added processing for about 50% of orders - **Average Order Size**: $3,000 per order - **Delivery Capability**: 40% of orders delivered the next day [3][4] Market Sentiment and Outlook - **End Markets**: Non-residential construction and general manufacturing are experiencing healthy demand - **Data Centers**: Significant growth expected over the next 5 to 10 years, with strong sales into construction and internal mechanisms [5][6] - **General Manufacturing**: Steady demand, particularly in consumer products, rail, shipbuilding, and defense-related sectors [6][7] - **Aerospace**: Strong demand expected to continue, with multi-year backlogs [8][9] - **Semiconductors**: Current struggles due to overstocking but anticipated growth as new chip plants are built [9] - **Defense Spending**: Increased U.S. government spending on military and defense projects expected to drive growth [9][10] Competitive Advantages - **Decentralized Structure**: Decision-making close to customers enhances service and relationship management [4][18] - **Fleet Management**: Owns a fleet of approximately 1,800 trucks, allowing for efficient delivery and logistics [19] - **Customer Service Focus**: Emphasis on maintaining strong relationships with customers, particularly smaller family-owned businesses [15][16] Growth Strategy - **Acquisitions**: Completed 76 acquisitions since IPO in 1994, focusing on companies that are accretive to earnings and have strong management [21][22] - **Organic Growth**: Increased capital expenditures on value-added processing equipment to meet customer demands [22][23] - **Market Segments**: Targeting growth in flat rolled products and exploring new end markets [12][21] Capital Allocation - **Priorities**: Focus on profitable long-term growth through organic and acquisition strategies, alongside consistent shareholder returns [40][41] - **Dividend Policy**: Paid quarterly dividends for over 65 years, with a practice of annual increases [41] - **Share Repurchases**: Active in repurchasing shares opportunistically based on market conditions [41][42] Industry Dynamics - **Consolidation**: The industry is ripe for continued consolidation, with Reliance holding only 17% of the market share [27][28] - **Emerging Technologies**: Investment in automation and AI expected to enhance operational efficiency and maintain competitive edge [29][30][31] - **Mills and Distribution**: Reliance does not foresee a significant shift of mills re-entering the distribution business, as both sectors serve distinct market needs [34][35][38] Conclusion - **Outlook**: Reliance is well-positioned for future growth due to its diversified market presence, strong customer relationships, and strategic investments in technology and capacity [43][44]

Financial Data and Key Metrics Changes - In Q3 2025, Ryerson reported net sales of $1.16 billion, a decrease of $7.8 million, or less than 1%, compared to the previous quarter [12] - Adjusted EBITDA excluding LIFO for Q3 was $40.3 million, down from $45 million in the prior quarter [13] - The company experienced a net loss of $14.8 million, or $0.46 per diluted share, compared to a net income of $1.9 million and diluted earnings per share of $0.06 in the prior quarter [12][13] - Gross margin contracted by 70 basis points to 17.2%, with gross margin excluding LIFO also contracting to 18.3% [12] Business Line Data and Key Metrics Changes - The company saw average selling prices increase by 2.6%, while tons shipped decreased by 3.2% due to rising prices [12] - The OEM book of business has seen activity below customer forecasts and historical mid-cycle trends, indicating a challenging environment [4] Market Data and Key Metrics Changes - The market backdrop remains difficult, characterized by falling industry shipments year over year and sequentially, with notable carbon steel margin compression [3] - Demand remains depressed, with customers quoting less and buying less throughout Q3 [4] Company Strategy and Development Direction - The company is focused on improving customer experience and optimizing its service center network to enhance performance [5] - Ryerson announced a merger agreement with Olympic Steel, which is expected to create a stronger financial profile and enhance market presence as the second largest metal service center in North America [18][29] - The merger is projected to yield $120 million in synergies phased in over two years, contributing to future margin enhancement [18][30] Management's Comments on Operating Environment and Future Outlook - Management acknowledged the ongoing recessionary conditions in the industry and anticipates that demand challenges will persist at least through the end of the year [8] - The company expects Q4 volumes to soften by 5% to 7%, aligning with typical seasonality patterns [8] - Management remains optimistic about the potential for the OEM side of the commercial portfolio to eventually inflect positively [4] Other Important Information - The company ended Q3 with $500 million in total debt and $470 million in net debt, representing a decrease compared to the prior quarter [9] - The cash conversion cycle increased to 68 days from 66 days in the prior quarter [11] Q&A Session Summary Question: Expectations for cash generation in Q4 - Management expects a decent working capital release and cash flow from operations in Q4, typically seeing between $70 million and $80 million of working capital release [72][76] Question: Opportunities for market share growth post-merger - Management highlighted cross-selling and upselling opportunities as key to gaining market share, with Ryerson having about 40,000 active accounts and Olympic around 8,000 to 9,000 [80] Question: Plans for segment reporting post-merger - Management indicated that they will determine the best approach for segment reporting between signing and closing the merger [82] Question: Costs associated with achieving synergies - Management acknowledged that there will be costs to realize synergies, potentially up to $40 million, but emphasized that these synergies are based on current market conditions [93] Question: Incremental EBITDA margins with market improvement - Management suggested that with market tailwinds, EBITDA margins could improve to the 6% to 8% range, compared to the current pro forma margin of 6% [96]

Financial Data and Key Metrics Changes - Non-GAAP earnings per diluted share for Q3 2025 were reported at $3.64, consistent with expectations and the same quarter in 2024 [6][14] - Operating cash flow generated in Q3 was approximately $262 million, with capital expenditures for the year remaining at $325 million [6][18] - The company returned $124 million to shareholders through dividends and share repurchases during the quarter [7] Business Line Data and Key Metrics Changes - Tonnes sold in Q3 reached a record high, increasing by 6.2% compared to Q3 2024, outperforming the service center industry which reported a decrease of 2.9% [3][8] - Non-residential construction accounted for roughly one-third of Q3 sales, driven by strong demand in public infrastructure projects [10] - Aerospace products represented about 9% of total sales, with demand in defense and space-related programs remaining strong despite slight declines in commercial demand [12] Market Data and Key Metrics Changes - U.S. market share increased to 17.1% in Q3 2025, up from 14.5% in 2023, attributed to a profitable growth strategy [3] - The competitive market environment has led to pricing pressures, particularly in carbon steel products, affecting gross profit margins [4][9] - The semiconductor market continued to face pressure from excess inventory, impacting pricing and margins across various products [15] Company Strategy and Development Direction - The company aims to maintain a long-term sustainable gross profit margin range of 29% to 31% despite short-term headwinds [4] - Focus on capital allocation strategies to drive growth and enhance shareholder returns, including investments in advanced processing equipment [6][19] - The company is committed to pursuing M&A opportunities to enhance geographic reach and expand value-added capabilities [6][63] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the underlying margin profile of the business, despite current market challenges [4] - Anticipated stable overall demand in Q4 2025, with an estimated increase in tonnes sold compared to Q4 2024 [20] - Management expects pricing for most products to stabilize entering Q4, with flat to slightly improved gross profit margins anticipated [20] Other Important Information - The company generated strong cash flow from operations, allowing for strategic investments and shareholder returns [18] - The net debt to EBITDA ratio remains favorable at less than 1, providing significant liquidity for capital allocation priorities [20] Q&A Session Summary Question: Is any of the gross profit margin compression attributable to the focus on growing volumes? - Management acknowledged the unique market conditions affecting margins, emphasizing that while volume growth is important, current pricing pressures are primarily due to market dynamics [23][24] Question: Can you discuss the inventory levels on the balance sheet? - Management indicated that inventory levels have increased due to mill price increases and a slight uptick in tonnes sold, allowing the company to better service customers [27] Question: How does Reliance win new business? - The company focuses on execution and customer service rather than price, leveraging expanded processing capabilities and strong relationships to win new business [35][36] Question: When do you expect to see a neutral LIFO environment? - Management explained that LIFO expenses are based on annual estimates and will likely continue into Q4, with expectations for improvement in 2026 [37][39] Question: What is the outlook for the aerospace and semiconductor markets? - Management anticipates continued improvement in these markets as supply chains work through excess inventory, with a positive long-term outlook [45][46] Question: How do you view the M&A landscape? - The company sees a steady flow of M&A opportunities and believes it is a reasonable environment for acquisitions, with valuations generally considered reasonable [63] Question: Are there any SG&A levers to protect operating margins? - Management is focused on operational efficiencies and has reduced headcount while maintaining service levels to protect margins [68][69]

Financial Data and Key Metrics Changes - Non-GAAP earnings per diluted share for the third quarter of 2025 were reported at $3.64, consistent with expectations and the same quarter in 2024 [5][14] - Operating cash flow generated in the third quarter was approximately $262 million, reflecting strong financial performance [5][18] - The company maintained a long-term sustainable gross profit margin range of 29% to 31% despite experiencing short-term headwinds [4][19] Business Line Data and Key Metrics Changes - Tonnes sold reached a record for the third quarter, increasing by 6.2% compared to the same quarter in 2024, significantly outperforming the service center industry which reported a decrease of 2.9% [3][8] - Non-residential construction accounted for roughly one-third of third quarter sales, driven by strong demand in public infrastructure projects [10] - Aerospace products represented approximately 9% of total sales, with demand in defense and space-related programs remaining strong despite slight declines in commercial demand [11] Market Data and Key Metrics Changes - The company's U.S. market share increased to 17.1%, up from 14.5% in 2023, attributed to a smart growth strategy and high levels of customer service [3][10] - The competitive market environment has led to pricing pressures, particularly in carbon steel products, impacting gross profit margins [4][9] - Demand in the semiconductor market remained under pressure due to excess inventory, affecting pricing and margins [11][15] Company Strategy and Development Direction - The company is focused on investing for growth and delivering value to customers and stockholders, supported by strong cash generation [7][19] - A balanced capital allocation strategy is in place, with $124 million returned to stockholders through dividends and share repurchases during the quarter [5][6] - The company is pursuing M&A opportunities to enhance geographic reach and expand value-added capabilities [5][19] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the underlying margin profile of the business despite current market challenges, anticipating stabilization in pricing for most products entering the fourth quarter [4][19] - The company expects overall demand in the fourth quarter to remain stable, with tons sold estimated to increase by 3.5% to 5.5% compared to the fourth quarter of 2024 [19][20] - Management highlighted the importance of maintaining service levels and operational efficiency to navigate the competitive environment [57] Other Important Information - The company generated $81 million in capital expenditures during the third quarter, with a total capital expenditure budget of $325 million for 2025 [5][18] - The net debt to EBITDA ratio remains favorable at less than 1, providing significant liquidity for capital allocation priorities [18][19] Q&A Session Summary Question: Is any of the gross profit margin compression attributable to the focus on growing volumes? - Management acknowledged the unique market conditions affecting margins and emphasized that while volume growth is important, the primary impact on margins has been from market dynamics and specialty product performance [23][24] Question: Can you discuss the inventory levels on the balance sheet? - Management explained that inventory levels have increased due to pricing and higher tonnes sold, allowing the company to better service customers while competitors have pulled back on inventory [27] Question: When do you expect to see appropriate levels of inventory? - Management indicated that destocking is ongoing, with signs of improvement in lead times for certain products, suggesting a potential inflection point in inventory levels [31][32] Question: How does Reliance win new business? - Management highlighted that winning new business is primarily through execution and service rather than price, with a focus on expanding processing capabilities and customer education [33][34] Question: What is the outlook for the aerospace and semiconductor markets? - Management expects continued improvement in the supply chain for high-value products in aerospace and semiconductors, with a positive long-term outlook [39][40] Question: How do you view the M&A landscape? - Management noted a steady flow of M&A opportunities, with reasonable valuations and a favorable environment for potential acquisitions [55] Question: How are you managing SG&A expenses amidst gross profit margin headwinds? - Management is focused on operational efficiencies and has reduced headcount while maintaining service levels to protect operating margins [57][58] Question: What is the expected impact of seasonality on the business? - Management anticipates typical seasonal trends, with Q1 and Q2 being the strongest quarters, and expects a bounce back in Q1 2026 after the usual Q4 decline [81][82]

Summary of Russel Metals Acquisition Conference Call Company and Industry - **Company**: Russel Metals (OTCPK:RUSM.F) - **Industry**: Metal service centers Key Points and Arguments 1. **Acquisition Announcement**: Russel Metals announced the acquisition of seven service centers in the U.S. from Kloeckner Metals, with a purchase price of approximately $119 million U.S. [1][5][6] 2. **Transaction Structure**: The deal took around six months to finalize and includes acquiring all fixed assets and working capital, with the working capital valued at $67 million as of June 30, 2025 [4][5] 3. **Financial Impact**: The acquired locations generated average annual revenues of around $500 million U.S. and adjusted EBITDA of over $20 million U.S. over the last two and a half years, which is expected to add about 15% to Russel's average annual revenues [6][8] 4. **Geographic Expansion**: The acquisition will enhance Russel's U.S. platform, increasing U.S. revenues from 44% to over 50% on a pro forma basis [8] 5. **Operational Improvements**: There are identified opportunities for efficiency gains in procurement, inventory management, and logistics by integrating the new locations into Russel's existing system [7][8] 6. **Management Capacity**: The management team is well-prepared to handle the integration of both the Kloeckner acquisition and the previous Samuel acquisition, with experienced personnel in place [19][20] 7. **Margin Improvement Potential**: The acquired locations have lower margins than Russel's overall service center margins, presenting an opportunity for improvement through operational adjustments and value-added processing [23][24][25] 8. **Real Estate Ownership**: All facilities acquired are owned by Kloeckner, and Russel does not currently plan to engage in sale-leaseback arrangements [32] 9. **Hub-and-Spoke Model**: The acquisition supports Russel's hub-and-spoke model, allowing for shared resources and value-added processing capabilities across locations [33][34] 10. **Market Positioning**: The acquisition does not significantly change Russel's focus on non-ferrous markets or automotive sectors, but it does enhance geographic reach to serve data centers and solar industries [38][40][43] Other Important Content - **Transaction Timeline**: The deal is expected to close in late 2025 or early 2026, with no regulatory approvals required [8] - **Financial Flexibility**: Russel has a strong capital structure with $566 million in liquidity as of June 30, 2025, allowing for the completion of this transaction and potential future acquisitions [9][11] - **Historical Performance**: The financial results of the acquired locations were significantly impacted by a poor performance in 2024, but 2025 results are expected to be materially better [46][47] - **Goodwill Expectation**: Russel does not expect any substantial goodwill from the acquisition [48]

Summary of Reliance Inc. Conference Call Company Overview - **Company Name**: Reliance Inc. - **Industry**: Metals and Mining - **Founded**: 1939 in Los Angeles - **Locations**: Approximately 320 locations, primarily in the US and North America, with some international presence - **Product Range**: Over 100,000 metal products sold to more than 125,000 customers - **Revenue**: $15 billion with an average order size of $3,000 [10] Core Business Model - **Decentralized Operations**: Focus on local relationships and decision-making to enhance customer service and profitability [5] - **Inventory Management**: Emphasis on spot pricing and limited long-term contracts, primarily in aerospace [7] - **Value-Added Processing**: Approximately 50% of orders involve value-added processing, leading to improved gross profit margins from 25%-27% to 29%-31% [11] Financial Performance - **Cash Flow**: Strong and consistent cash flows, even in down markets, with significant capital expenditures (CapEx) of about $1.8 billion over the last five years [13][11] - **Acquisitions**: Completed 76 acquisitions since IPO in 1994, with four acquisitions in 2024 [14] - **Dividends**: Regular quarterly dividends paid for 66 years, with a commitment to increase dividends sustainably [15] Market Demand and Trends - **Demand Stability**: Overall steady demand with strength in non-residential construction and data centers, while agriculture has been weaker [19][20] - **Reshoring Trends**: Increased discussions about bringing manufacturing back to the US and Mexico, particularly in the automotive and pharmaceutical sectors [23][26] - **Impact of Tariffs**: Tariffs have generally supported higher pricing levels by reducing imports, benefiting domestic mills and allowing Reliance to pass on costs to customers [27][28] Industry Dynamics - **Market Fragmentation**: Reliance represents only 16% of MSCI shipments, indicating significant growth opportunities through acquisitions and organic growth [14] - **Competitor Landscape**: Domestic mills have increased capacity, which could replace imports and maintain a balanced market [38] Challenges and Considerations - **Uncertainty in Trade Policies**: Ongoing uncertainty in trade policies is affecting customer investment decisions [17] - **Volatility in Metal Prices**: Reliance's earnings are significantly impacted by metal prices, which have been structurally higher since 2018 [57] Strategic Outlook - **Acquisition Strategy**: Focus on acquiring well-run, family-owned businesses that align with Reliance's decentralized model [42][46] - **Market Valuation**: Reliance aims to maintain a consistent valuation methodology based on normalized earnings rather than market cycles [46] Conclusion Reliance Inc. continues to navigate a complex metals and mining landscape with a strong focus on customer relationships, value-added services, and strategic acquisitions. The company is well-positioned to capitalize on market opportunities while managing the challenges posed by trade policies and metal price volatility.

Core Viewpoint - Reliance, Inc. will report its second quarter 2025 financial results on July 23, 2025, after market close, followed by a conference call on July 24, 2025, at 11:00 a.m. Eastern Time [1]. Group 1: Financial Reporting Details - The financial results for the second quarter of 2025 will be announced on July 23, 2025 [1]. - A conference call to discuss the results will take place on July 24, 2025, at 11:00 a.m. Eastern Time [1]. - The conference call will be accessible via the company's website and will also have a replay available until August 7, 2025 [2][3]. Group 2: Company Overview - Reliance, Inc. is a leading global diversified metal solutions provider and the largest metals service center company in North America [4]. - The company operates 320 locations across 41 states and 10 countries, serving over 125,000 customers with more than 100,000 metal products [4]. - In 2024, the average order size was $2,980, with approximately 50% of orders including value-added processing and 40% delivered within 24 hours [4].

Company Overview - Reliance is a leading global diversified metal solutions provider with over 85 years of operational experience[7,8] - The company serves over 125,000 customers with over 100,000 metal products[8,16] - In 2024, approximately 50% of orders included value-added processing[14] Financial Performance - Reliance achieved EPS of $15.56 in 2024, the 4th highest level in its history[20] - In 2024, the company reported cash flow from operations of $1.43 billion, the 3rd highest in its history[23] - For Q1 2025, net sales were $3.48 billion[67] - Q1 2025 saw a gross profit margin of 29.7%[69] Capital Allocation and Stockholder Returns - Since 2020, Reliance has repurchased $3.20 billion of its common stock[50] - In Q1 2025, $253.2 million of share repurchases resulted in a 2% reduction in outstanding shares[50] - The company's capital expenditures since 2020 total $1.74 billion[52] Market Position and Growth - Reliance's U S tons sold represented approximately 15% of total Metals Service Center Institute shipments in 2024[93] - In Q1 2025, Reliance's year-over-year growth in shipments outperformed MSCI by 9.5%[58] - 2024 acquisitions contributed approximately $400 million of annualized net sales[111]

Financial Data and Key Metrics Changes - The company reported non-GAAP earnings per share of $3.77, exceeding expectations, with a gross profit margin increase of 140 basis points quarter over quarter [5][15] - Cash flow from operations was generated despite a working capital investment to support growth efforts, with a capital expenditure budget of $325 million for 2025 [5][18] - The LIFO expense for the first quarter was $25 million, impacting earnings per share by $0.35, with a revised full-year LIFO estimate of $100 million [15][16] Business Line Data and Key Metrics Changes - Record tons sold increased by 12.8% compared to Q4 2024, with a 9% increase year over year, outperforming the service center industry's decline of 0.5% [8][9] - Non-residential construction products represented approximately one-third of Q1 sales, showing significant growth in shipments [10] - Aerospace products accounted for about 10% of sales, with stable demand despite supply chain challenges [12] Market Data and Key Metrics Changes - The company experienced strong demand in non-residential construction, driven by data center construction and publicly funded infrastructure projects [10] - General manufacturing demand remained robust, particularly in industrial machinery and military sectors, while consumer products showed weaker demand [11] - Semiconductor industry shipments faced pressure due to excess inventories, impacting overall market conditions [13] Company Strategy and Development Direction - The company remains focused on growth and profitability, with a commitment to executing additional acquisitions that align with strategic criteria [6][19] - The management emphasized the importance of maintaining strong relationships with domestic producers to mitigate risks associated with tariffs and imports [26][29] - The company is exploring opportunities for value-added processing and potential fabrication operations, while being selective to avoid competition with existing customers [50] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the ability to maximize earnings power despite ongoing macroeconomic uncertainty, with positive pricing momentum expected [6][20] - The outlook for Q2 2025 anticipates stable demand across diversified end markets, with tons sold expected to be down 1% to up 1% compared to Q1 2025 [20] - Management noted that the current inventory levels are above target, with strong relationships with domestic mills ensuring access to inventory [64] Other Important Information - The company has $1 billion remaining for share repurchases under its $1.5 billion plan, with a cumulative 2.3% reduction in total shares outstanding since December 31, 2024 [19][18] - A quarterly dividend increase of 9.1% was announced, marking the 32nd increase since the company's IPO in 1994 [18] Q&A Session Summary Question: Exposure to COGS and CapEx regarding imports and tariffs - Management indicated that over 95% of metal purchases are from domestic producers, resulting in limited exposure to imports [26] Question: Long-term CapEx considerations due to tariffs - Management stated that while tariffs can influence decisions, the majority of sourcing remains domestic, and there are no major shifts in CapEx strategy [29] Question: Customer conversations regarding reshoring activity - Management noted increased discussions with customers about reshoring and bringing supply chains closer to U.S. operations [30] Question: LIFO calculation changes and aerospace assumptions - Management confirmed that the baseline assumption for aerospace remains unchanged, with LIFO expense indicating rising prices [39][40] Question: Current inventory levels and restocking needs - Management reported that inventory levels are slightly above target, with no immediate need for restocking due to strong relationships with domestic mills [64] Question: General steel market conditions and company performance - Management acknowledged macroeconomic challenges but emphasized the company's focus on growth and customer service [72]