Financial Data and Key Metrics Changes - In Q3, net sales reached $155.9 million, representing a 42% year-over-year increase [18] - Gross margin improved by 610 basis points year-over-year and 180 basis points sequentially, driven by favorable pricing and the absence of prior year inventory step-up amortization [18] - The company reaffirmed its 2025 guidance, expecting net sales between $624 million and $630 million, and adjusted EBITDA between $112 million and $116 million, implying adjusted EBITDA margins of 18.2% [19] Business Line Data and Key Metrics Changes - The organic backlog increased by $20 million sequentially, indicating strong demand and successful booking of previously delayed opportunities [8] - The EOD business, MedEng, was awarded a $50 million IDIQ contract by the U.S. Department of Defense, marking a significant achievement [10] - The company reported strong demand for armor and duty gear, contributing to organic growth despite challenging year-over-year comparisons due to cybersecurity impacts [44] Market Data and Key Metrics Changes - The law enforcement market is experiencing rising safety threats globally, with increasing investments in protective equipment [12] - In the nuclear sector, long-term demand is driven by policy and commercial tailwinds, with significant government and private sector support [12] - The company is strategically positioned to support the full nuclear life cycle, capitalizing on expanding national defense initiatives [13] Company Strategy and Development Direction - The company is focused on disciplined M&A, with the recent agreement to acquire Tier Tactical, enhancing its portfolio in mission-critical products [4][5] - The acquisition aims to unlock new growth opportunities in high-value end markets, particularly in Northern Europe [5] - The company continues to see robust acquisition pipelines in both public safety and nuclear markets, emphasizing a patient and disciplined approach [6] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to deliver long-term value creation for shareholders, supported by a strong culture and resilient business model [6] - The macro environment remains dynamic, but the company has made considerable progress in booking large opportunities, reflected in significant backlog growth [14] - Management remains optimistic about future growth opportunities, particularly in the context of government funding and security needs for large-scale events [58] Other Important Information - The company has deployed over $400 million in acquisitions over the past 24 months, reinforcing its commitment to expanding its diversified platform of durable safety businesses [5] - The company has maintained a strong free cash flow generation, allowing for dividend payments while supporting organic growth and M&A objectives [9] Q&A Session Summary Question: Thoughts on sequential margin improvement - Management noted broad-based margin improvement across all major categories, driven by productivity and positive mix [25] Question: Progress on the Cadre operating model - Management reported exceptional progress in adopting the operating model across various international teams, with positive cultural feedback [26] Question: Long-term opportunity with the $50 million IDIQ contract - Management highlighted the commitment from the Department of Defense and the potential for future international opportunities [28][30] Question: Expected gross margin for Q4 - Management anticipates gross margins to land between Q2 and Q3 rates, with a positive outlook for the remainder of the year [34] Question: Impact of government shutdown on guidance - Management has considered potential delays in guidance due to the government shutdown but remains optimistic about covering any slippages [50][56] Question: Input costs and inflation outlook - Management indicated that input costs have remained consistent, with no significant changes expected in the inflation environment [63] Question: New product mix and innovation history - Management noted a significant refresh of the product portfolio in recent years, with expectations for continued innovation from the Tier acquisition [66]