Quest Resource (US:QRHC)2020-03-13 21:42Financial Data and Key Metrics Changes - The company reported fourth quarter revenue of $23 million, a decrease of 9.1% compared to the same quarter last year. For fiscal 2019, revenue was $99 million, down 4.7% year-over-year [14] - Fourth quarter gross profit increased by 5.5% year-over-year to $4.7 million, while fiscal 2019 gross profit was $18.7 million, reflecting an 11.1% growth year-over-year [15] - Adjusted EBITDA for the fourth quarter increased by 10.2% to $850,000, and year-to-date adjusted EBITDA rose by 42.4% to $3.3 million [18] Business Line Data and Key Metrics Changes - The decrease in revenue was primarily due to the transition away from lower value-added services and a slowdown in production at a major industrial customer, impacting volumes and revenue from low-margin waste streams [14] - Gross margin improved to 20.3% in the fourth quarter and 18.9% for fiscal 2019, reflecting over 2.5 percentage points of year-over-year improvement [15] Market Data and Key Metrics Changes - The company has diversified its end markets, now focusing on retail, automotive, industrial, and restaurants, moving away from reliance on just two sectors [23] - The company has reduced its revenue base by about 45% since 2016, while growing gross profit dollars at a compound annual rate of 15% during the same period [23] Company Strategy and Development Direction - The company aims to optimize waste streams for large companies, focusing on sustainability and improving customer relationships through enhanced service offerings and data analytics [21][22] - The company is exploring growth opportunities through mergers and acquisitions, with a disciplined approach to expanding customer relationships in existing and new markets [28] Management's Comments on Operating Environment and Future Outlook - Management expressed concerns about the potential negative impact of the coronavirus on near-term financial performance, particularly regarding supply chain disruptions and customer activity [9][29] - Despite the challenges, management believes the business model can withstand temporary disruptions and expects operating profit to grow at a faster pace in the future [29] Other Important Information - The company has implemented shareholder-friendly policies and has seen a significant change in its ownership base, which is expected to positively impact liquidity and valuation [24] Q&A Session Summary Question: What changes have been made in the sales restructuring and what impediments to growth have been identified? - Management noted new leadership and processes in the sales structure, which are expected to yield positive results. The sales cycle has been longer than anticipated due to the complexity of waste streams [33][34] Question: How does the current pipeline compare to previous months? - Management indicated that while the number of opportunities may not have increased, the quality of opportunities has improved, with more consistent movement within the pipeline [36] Question: What is the expected retention rate for customers in 2020? - Management highlighted that most services are recurring and essential, leading to high expectations for customer retention and expansion of existing relationships [50]