Limbach(US:LMB)2025-11-05 15:00Financial Data and Key Metrics Changes - Total revenue for Q3 2025 was $184.6 million, a 37.8% increase from $133.9 million in Q3 2024 [30] - ODR revenue grew 52% to $141.4 million, with 39.8% from acquisitions and 12.2% organic growth [30] - GCR revenue increased 5.6% to $43.2 million, with a 25.1% growth from acquisitions but a 19.5% organic revenue decrease [30] - Total gross profit rose 23.7% from $36.1 million to $44.7 million, while total gross margin decreased to 24.2% from 27% [31] - Net income increased 17.4% from $7.5 million to $8.8 million, with adjusted earnings per diluted share growing 15.4% from $0.91 to $1.05 [33] Business Line Data and Key Metrics Changes - ODR revenue accounted for 76.6% of total revenue in Q3 2025, up from 69.4% in Q3 2024 [30] - ODR gross profit comprised approximately 80% of total gross profit dollars, increasing by $6 million or 20.3% [31] - GCR gross profit increased by $2.5 million or 39.3%, driven by higher margins of 20.8% compared to 15.8% [32] Market Data and Key Metrics Changes - In the healthcare sector, spending patterns are normalizing, with a national healthcare owner engaging the company for $12 million in capital projects across four sites [19] - The industrial and manufacturing markets continue to see seasonal shutdowns and facility upgrades, benefiting the company’s local business models [20] - The life science and higher education markets have shown cautious spending, but clients are beginning to communicate anticipated needs for the coming year [21] Company Strategy and Development Direction - The company’s growth strategy is focused on three pillars: scaling owner-direct relationships, enhancing profitability through expanded offerings, and strategic M&A [5][7] - The shift towards owner-direct relationships has diversified revenue streams and reduced risk, with ODR revenue expected to remain between 70%-80% of total revenue [12] - The company aims to improve margins through proactive sales teams and operational enhancements post-acquisition [16][18] Management's Comments on Operating Environment and Future Outlook - Management noted that while some customers experienced temporary delays in capital spending, spending patterns are normalizing as the year progresses [19] - The company is reaffirming its 2025 guidance of total revenue between $650 million and $680 million, with adjusted EBITDA of $80 million to $86 million [27] - Total organic revenue growth is expected to be in the range of 7-10%, down from previous expectations of 10-15% [28] Other Important Information - The company has made significant investments in building its sales team, which has resulted in higher SG&A relative to peers, but is expected to yield results [23] - The company’s balance sheet remains strong, with total liquidity of $70.3 million as of September 30 [35] Q&A Session Summary Question: Revenue contribution from Pioneer Power - Management indicated that Pioneer Power is expected to contribute closer to $60 million for the second half of 2025, primarily from the industrial segment [37][38] Question: Gross margins within ODR segment - Management acknowledged that gross margins are currently lower due to the nature of work and the transition of Pioneer Power, but they see opportunities for improvement [39][40] Question: SG&A as a percentage of revenue - Management noted that while SG&A as a percentage of revenue has decreased, there will be necessary investments going into 2026 [41] Question: Organic growth expectations - Management confirmed that organic ODR growth year-to-date is 14.4%, with expectations for acceleration in Q4 due to budget spending [43][44] Question: Future visibility in ODR - Management expressed confidence in visibility for ODR, emphasizing the mix of quick-burning work and fixed-price projects [55][56] Question: National relationship development - Management highlighted the progress made in building national relationships, noting that trust has been established with larger clients [57][58]