BRP Group, Inc.(BWIN) - 2025 Q2 - Earnings Call Transcript

Financial Data and Key Metrics Changes - The company reported organic revenue growth of 11% and total revenue of $378.8 million for the second quarter [15] - Adjusted EBITDA rose 14% to $85.5 million, with an adjusted EBITDA margin expansion of approximately 60 basis points to 22.6% [16] - Adjusted diluted earnings per share grew by 24% [5] - The company recorded a GAAP net loss of $5.1 million, translating to a GAAP diluted loss per share of $0.05 [15] - Adjusted net income for the quarter was $49.5 million, or $0.42 per fully diluted share [15] Business Line Data and Key Metrics Changes - In the Insurance Advisory Solutions (IAS) segment, organic revenue growth accelerated to 10%, driven by strong new business generation [5] - The Underwriting Capacity and Technology Solutions (UCTS) segment saw organic revenue growth of 21%, following a strong 37% growth in 2024 [6] - The Main Street Insurance Solutions (MIS) segment experienced flat organic revenue growth due to reduced commission rates and elevated churn in the Medicare business [9][10] Market Data and Key Metrics Changes - Sales velocity increased from 14% in Q1 to 22% in Q2, with a year-to-date sales velocity of 18%, outperforming industry medians [5][6] - The company anticipates continued headwinds in the insurance marketplace, particularly in the E and S homeowners book due to increased pricing pressure and competition [7][8] Company Strategy and Development Direction - The company aims to achieve $3 billion in revenue and a 30% adjusted EBITDA margin by 2029, referred to as the 3B30 plan [21] - The acquisition of Hippo's homebuilder distribution network is expected to enhance the company's market position and provide additional proprietary capacity [12] - The company is focused on managing investments prudently to ensure margin expansion and sustainable growth [13][20] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to deliver top-tier organic growth and double-digit growth in adjusted earnings despite current market challenges [20] - The company expects to face a challenging insurance marketplace throughout the year but remains focused on managing the business to achieve margin expansion goals [13] - Management highlighted the importance of new business generation capabilities to drive sustainable growth over time [6][13] Other Important Information - The company paid $57 million in earn-outs, fully extinguishing all earn-out liabilities associated with partnerships completed during its first five years as a public company [5][17] - Adjusted free cash flow for the quarter was $9 million, down from $29 million in Q2 2024, primarily due to timing of accounts receivable collections [16] Q&A Session Summary Question: Drivers of organic growth in the Insurance Advisory Solutions segment - Management attributed the strong organic growth to high sales velocity and slightly higher rate and exposure than anticipated due to new business from large energy clients [22][23] Question: Conviction on the expected changes in organic growth - Management noted that the deceleration in property rates and sluggish capital expenditures contribute to their outlook, but they expect a rebound as macro conditions improve [25][26] Question: Adjusted free cash flow disclosure and moving pieces - Management clarified that the revised presentation fully absorbs changes in working capital, and they expect growth in free cash flow to align with double-digit earnings growth [32][34] Question: Impact of Medicare business on organic revenue growth - Management indicated that elevated churn in the Medicare business is expected to continue impacting results, but they remain optimistic about returning to double-digit growth next year [39][40] Question: M&A market conditions and focus areas - Management observed healthy deal flow activity and a divergence in M&A pricing, with high-quality businesses commanding top-tier pricing [57][58] Question: Rate and exposure outlook for 2026 - Management does not anticipate a reversal in rate activity but expects some stabilization in the property market next year [82][83] Question: E and S home pressure and market competition - Management confirmed that the pressure is driven by market competition rather than reinsurance renewals, with new entrants increasing capacity [84][85]