Distribution Solutions Group (NasdaqGS:DSGR) FY Conference November 18, 2025 09:00 AM ET Company ParticipantsBrett Scarbrough - VP of Strategy and Investor RelationsRon Knutson - CFOConference Call ParticipantsNone - Analyst 1None - Analyst 2Tommy Moll - AnalystNone - Analyst 3Tommy MollGood morning, everybody. We appreciate everyone's interest in our conference this week here in Nashville. I'm Tommy Moll, Analyst here at Stephens. I'm delighted to be joined on the stage by two members of the management tea ...

Summary of Distribution Solutions Group (DSG) FY Conference Call Company Overview - **Company Name**: Distribution Solutions Group (DSGR) - **Industry**: Specialty Distribution - **Market Capitalization**: Approximately $2 billion, up from less than $1 billion three years ago [3][2] - **EBITDA**: Currently around $190 million, increased from approximately $90 million at the time of the merger [3][2] Core Business Segments 1. **Lawson Products** - Established 73 years ago with about 1,000 sales representatives [4][2] - Focuses on Class C and MRO (Maintenance, Repair, and Operations) products, managing vendor inventory for over 80,000 customers [4][2] - Gross margins near 70% before sales costs [7][2] 2. **Gexpro Services** - A leading OEM provider, with 70% of products customized to client specifications [4][2] - Manages the supply chain for Class C items, which are low-cost but high-volume components [5][2] - Operates with margins of 13%-14% [22][2] 3. **TestEquity Group** - Comprises about 40% of DSG's revenue, focusing on electronic production supplies and test measurement equipment [5][2][23][2] - Recently appointed a new CEO to revamp the go-to-market strategy [23][2] Financial Performance - **Organic Growth**: Achieved 6% organic growth year-over-year [28][2] - **Recent Acquisitions**: Made five acquisitions in 2024, three of which were on the Lawson side [21][2] - **Cash Flow**: Generated cash flow from operating activities of $38 million in Q3 and $33 million in Q2 [27][2] - **Capital Allocation**: Deployed approximately $550 million in capital for acquisitions since the formation of DSG [26][2] Strategic Initiatives - **M&A Strategy**: DSG has a dedicated M&A team supported by Luther King Capital Management (LKCM), which owns 78% of DSG shares [10][2][25][2] - **Customer Retention**: High revenue retention rates, particularly in Gexpro Services, with minimal customer churn [11][2][17][2] - **Diversification**: Serves over 200,000 customers across various end markets, with no single market exceeding 20% of total sales [12][2][17][2] Competitive Advantages - **Asset-Light Model**: CapEx is about 1% of sales, allowing for significant free cash flow generation [12][2] - **Strong Supplier Relationships**: Maintains a diverse supplier base with minimal concentration risk [13][2] - **Integrated Sales Approach**: Sales teams incentivized to cross-sell services among the three verticals, enhancing customer relationships [31][2][32][2] Challenges and Considerations - **Internal Competition**: There exists a competitive nature among the three verticals for capital allocation, but this is viewed positively as it drives performance [36][2][37][2] - **Market Adaptability**: The company has shown resilience through various business cycles, adjusting resources as needed across different end markets [22][2][12][2] Conclusion Distribution Solutions Group is positioned strongly within the specialty distribution industry, demonstrating significant growth, a robust M&A strategy, and a commitment to customer service and operational efficiency. The company’s diversified approach across its three verticals provides a solid foundation for continued success and resilience in fluctuating market conditions.

Financial Data and Key Metrics Changes - The company reported consolidated revenue of $518 million for Q3 2025, reflecting a 10.7% increase year-over-year, driven by a 6% organic daily sales increase and $23.3 million from 2024 acquisitions [22][23] - Adjusted EBITDA for the quarter was $48.5 million, representing 9.4% of sales, with cash flows from operations exceeding $38 million [22][23] - Non-GAAP adjusted EPS improved to $0.40, an 8.1% increase from the previous year [23] Business Line Data and Key Metrics Changes - **TestEquity Group**: Sales reached $206.5 million, with a 5.8% increase year-over-year, but faced margin pressure due to competitive pricing and product mix shifts [27] - **Gexpro Services**: Achieved record adjusted EBITDA of $17.8 million, with an 11.4% revenue increase driven by aerospace, defense, and renewable energy sectors [26] - **Lawson Products**: Reported Q3 sales of $121.5 million, a 3% organic sales increase, but faced margin contraction due to higher employee-related costs and ongoing sales transformation investments [23][24] Market Data and Key Metrics Changes - Demand remained strong in sectors such as aerospace, defense, renewables, and industrial power, contributing to overall revenue growth [5][12] - The Canadian segment saw sales of $60 million, including $20.1 million from the Source Atlantic acquisition, with organic sales for Bolt Supply increasing by 6.5% [25] Company Strategy and Development Direction - The company is focused on enhancing profitability through strategic investments and refining its go-to-market strategy to unlock growth and margin expansion opportunities [7][12] - Continued investments in internal initiatives are expected to yield returns and improve EBITDA margins in the coming quarters [6][8] - The company is pursuing strategic inorganic opportunities to enhance its market position and customer service capabilities [34][35] Management's Comments on Operating Environment and Future Outlook - Management expressed a cautious outlook for Q4 2025 due to tougher year-over-year comparisons but remains confident in the company's ability to execute on value-driving initiatives [31][43] - The company is navigating market volatility while focusing on long-term value creation through disciplined decision-making [31][34] Other Important Information - The company has repurchased approximately 670,000 shares in the first nine months of 2025, reflecting confidence in its trajectory despite macroeconomic challenges [6][23] - Total liquidity at the end of the quarter was $335 million, providing flexibility for future acquisitions and organic growth investments [28][29] Q&A Session Summary Question: What does October look like in terms of organic pacing? - Management noted that October has 23 selling days, and while there is a cautious outlook, there are no dramatic shifts observed in sales trends [40][42] Question: Any significant variance expected in consolidated EBITDA margin? - Management indicated that some margin changes are due to ongoing investments and timing issues, with no significant one-time items anticipated for Q4 [44][45] Question: How durable is the momentum in Gexpro Services? - Management highlighted a strong backlog and new customer wins, indicating resilience and growth potential in Gexpro Services [46][48] Question: Update on Lawson Products sales force initiatives? - Management acknowledged ongoing challenges in ramping up new sales representatives but noted positive trends in sales metrics and customer engagement [50][53] Question: How much did tariff-based pricing benefit sales this quarter? - Management reported strong volume growth across all verticals, with pricing actions taken earlier in the year, but the impact of tariffs has been manageable [59][60] Question: Expectations on TestEquity margins and labor costs? - Management expects higher labor costs to persist due to ongoing investments in sales and support, with a focus on improving operating leverage over the next year [64][70]

Summary of Distribution Solutions Group (DSGR) Conference Call Company Overview - **Company**: Distribution Solutions Group (DSGR) - **Industry**: Specialty distribution for maintenance, repair, operating (MRO), OEM, and industrial technologies - **Revenue**: Approximately $2 billion - **Free Cash Flow**: About $175 million - **Adjusted EBITDA Margin**: Ranges from 9% to 10% [4][41] Core Business Verticals 1. **Lawson Products**: Focused on MRO, servicing around 80,000 customers with class C fasteners and consumable items [4][25] 2. **Jexpro Services**: OEM-focused distributor serving about 2,000 customers, providing high-value services [4][27] 3. **Test Equity Group**: Accounts for about 40% of DSG's revenue, servicing the industrial technology space with test and measurement equipment [4][24] Key Points and Arguments - **High Touch Distribution**: DSG emphasizes its role as a high-touch, value-added distributor, providing not just products but also expert technical support and just-in-time delivery [5][6] - **Market Diversification**: DSG services over 200,000 customers and works with more than 10,000 suppliers, ensuring no single customer accounts for more than 3% of sales [20][19] - **Acquisition Strategy**: DSG has completed nine acquisitions in the last three and a half years, deploying about $550 million in capital [8][33] - **Revenue Growth**: Total revenues increased by over 14% year-over-year, with 3.3% attributed to organic growth, particularly from Jexpro Services [35] - **Customer Retention**: DSG boasts a revenue retention rate of approximately 92%, indicating strong customer loyalty [19] Financial Performance - **EBITDA Growth**: The company has seen EBITDA margins improve from less than 8% pre-DSG to around 10% currently, with a target of reaching 13.5% [20][41] - **Cash Flow Generation**: DSG operates with an asset-light model, with only about 1% of revenues allocated to capital expenditures, allowing for significant free cash flow generation [13][31] - **Share Buybacks**: DSG has repurchased approximately $20 million in shares in the first half of the year, indicating a commitment to returning capital to shareholders [31][38] Market Position and Future Outlook - **Onshoring Trend**: DSG is well-positioned to benefit from the trend of onshoring and near-shoring manufacturing back to the U.S. [22] - **Labor Challenges**: The company provides skilled sales support to help customers address labor shortages, enhancing its value proposition [22][23] - **Technological Advancements**: The Test Equity Group is positioned to capitalize on advancements in technology, particularly in IoT and electronic production [24] Additional Insights - **Vendor Managed Inventory (VMI)**: DSG employs VMI strategies, placing bins and cabinets at customer locations to streamline inventory management [14][15] - **Competitive Moat**: The extensive service offerings and technical expertise create a competitive advantage, making DSG a preferred partner for many customers [12][10] - **Vertical-Specific Strategies**: Each vertical operates with distinct sales strategies and customer bases, ensuring tailored approaches to market demands [18][19] This summary encapsulates the key points discussed during the conference call, highlighting the strengths, strategies, and financial performance of Distribution Solutions Group.

Summary of Distribution Solutions Group (DSGR) FY Conference Call Company Overview - **Company Name**: Distribution Solutions Group (DSGR) - **Ticker**: DSGR - **CFO**: Ron Knudson - **Key Shareholder**: LKCM, owning 78% of shares - **Formation**: Merged from Lawson Products, Gexpro Services, and TestEquity Financial Performance - **Revenue**: Approximately $2 billion, up from less than $1 billion three and a half years ago [5] - **EBITDA**: Adjusted EBITDA running around 10%, with a trailing 12-month EBITDA of about $195 million [5][13] - **Customer Base**: Servicing over 200,000 customers, with 85% of revenue from North America [6] - **Revenue Retention**: Upwards of 92%, with 98% retention on Jexpro services [19][20] Business Model and Value Proposition - **Specialty Distribution**: DSG positions itself as a high-touch, high-value distributor, providing not just products but also labor and services [4][5] - **Product Sourcing**: Works with over 10,000 suppliers and offers more than 500,000 SKUs [7] - **Labor Support**: Addresses labor shortages by providing on-site labor solutions [9][10] - **IoT Integration**: Emphasizes technology integration in all services [11] Growth Strategy - **Acquisition Strategy**: Completed nine acquisitions since formation, deploying about $550 million in capital [12][36] - **Market Positioning**: Focused on GDP plus growth, leveraging macro changes for expansion [23][24] - **Diversification**: No significant customer or end-market concentration, providing resilience through business cycles [6][15] Segment Performance 1. **Lawson Products**: - Revenue includes Canadian operations, with a focus on vendor-managed inventory (VMI) [25][29] - High gross margin of around 70% due to service value [8] 2. **Jexpro Services**: - Accounts for about 25% of DSG's revenue, focusing on Class C parts for manufacturing [29] - Strong performance across diverse end markets, including renewables and aerospace [31][32] 3. **Test Equity Group**: - Represents about 40% of DSG's revenue, with a recent acquisition doubling its size [33] - Offers test and measurement equipment alongside electronic production supplies [34] Financial Health and Capital Allocation - **Free Cash Flow**: CapEx is only about 1% of revenue, allowing for strong free cash flow generation [13] - **Leverage**: Maintains a leverage ratio of about 3.5, comfortable within a range of 3 to 4 times [41] - **Share Buybacks**: Approximately $20 million worth of shares repurchased in the first half of the year [35] Market Challenges and Opportunities - **Tariffs and Inflation**: DSG has strong pricing capabilities and does not see tariffs as a significant margin compression issue [48][50] - **Private Label Products**: 40% of Lawson's sales are private label, providing a competitive edge in response to tariffs [50] Conclusion - DSG is well-positioned for growth through its diversified business model, strong customer relationships, and strategic acquisitions, while effectively managing market challenges and leveraging opportunities in the industrial distribution space.

Summary of Conference Call Company Overview - The company discussed is DSG, which operates as a consolidated entity with approximately $2 billion in revenues [1] - DSG was formed by merging three companies: Lawson Products, Jexpro Services, and TestEquity [2][3] - The revenue breakdown includes about 40% from TestEquity, 25% from injectable services, and 35-40% from Lawson [3] Financial Performance - Adjusted EBITDA for the trailing twelve months is reported at 9.7%, fluctuating between 9-10% [3] - The company services over 200,000 customers and offers more than 700,000 SKUs [4] - The average piece price for Lawson Products is $1.22, with gross margins around 70% [25] Business Segments Lawson Products - Focuses on maintenance, repair, and operations (MRO) with a vendor-managed inventory (VMI) model [7][24] - Employs approximately 925 sales reps who provide high-touch service to customers [24] - 40% of products sold are private label, emphasizing high-quality engineering [13][14] Jexpro Services - Specializes in supplying Class C parts to the OEM space, managing the entire supply chain for customers [10][26] - 70% of products are manufactured to customer specifications, providing significant value [27] TestEquity - Provides test and measurement equipment and electronic production supplies, accounting for about 40% of overall revenue [29] - The business includes vendor relationships with key brands like Keysight and Tektronix [30] Growth Strategy - The company has made 11 acquisitions over the past three years, deploying over $600 million in capital [18][31] - The average purchase price for acquisitions is approximately 8.5 times EBITDA [18] - The company aims to grow revenues from $2 billion to $3.3 billion, with half of that growth expected from acquisitions [44] Market Position and Trends - DSG operates in a fragmented market, providing high levels of service and technical expertise [5][6] - The company benefits from a tight labor market by offering labor support to customers [21] - Onshoring of manufacturing and increasing technology integration in products are seen as favorable trends for DSG [22][23] Customer Retention and Relationships - The company reports high customer retention rates, with Jexpro services in the high nineties [17] - Strong relationships with customers allow for better demand forecasting and service delivery [12] Financial Management - The company maintains a debt leverage ratio around 3.5-3.6, with a focus on reinvesting cash flow into organic growth and acquisitions [32][54] - Share buybacks are part of the capital management strategy [32] Conclusion - DSG is positioned well for future growth through its diversified business model, strong customer relationships, and strategic acquisitions [20][45] - The company is focused on expanding its market share within existing customer bases and enhancing product offerings [57]