Financial Data and Key Metrics Changes - West Fraser Timber Co. Ltd. reported an adjusted EBITDA of negative $144 million for Q3 2025, indicating continued operation within an extended cycle trough [3] - The lumber segment's adjusted EBITDA was negative $123 million, a significant decline from $15 million in Q2 2025, primarily due to lower pricing and a $67 million out-of-period duty expense [7] - Cash flow from operations was $58 million, with a net cash balance of $212 million, down from $310 million in the prior quarter [9] Business Line Data and Key Metrics Changes - The North America EWP segment posted negative $15 million in adjusted EBITDA for Q3 2025, down from $68 million in Q2, driven by lower OSB pricing [7] - The pulp and paper segment reported negative $6 million in adjusted EBITDA, compared to negative $1 million in the previous quarter, largely due to an annual maintenance shutdown [8] - The Europe business generated $1 million in adjusted EBITDA, similar to the $2 million reported in Q2 2025 [8] Market Data and Key Metrics Changes - U.S. housing starts averaged 1.31 million units annually through August, reflecting stable but uninspiring levels of new home construction [4] - The company noted subdued demand in repair and remodeling, continuing a trend observed in previous quarters [4] Company Strategy and Development Direction - The company is focused on maintaining a strong balance sheet and liquidity profile, allowing for countercyclical investments and opportunistic growth [5][11] - Actions taken include the permanent removal of 820 million board feet of capacity, representing approximately 12% of the company's lumber capacity, to create a more resilient business [11][12] - The company plans to continue managing its asset portfolio prudently while remaining flexible in its operating strategy to meet customer needs [12][14] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the company's ability to navigate the challenging business environment, supported by a strong financial position [11] - The company is monitoring macroeconomic conditions and trade policies closely, indicating readiness to respond to changes in the market [15] - Despite a challenging year-to-year outlook, management remains optimistic about the longer-term prospects for the industry [16] Other Important Information - The U.S. Department of Commerce announced final CVD and ADD rates for AR6 at a combined rate of 26.5%, with West Fraser having the lowest duty rate in the Canadian industry [10] - A proclamation imposing Section 232 tariffs of 10% on imported softwood timber and lumber into the U.S. took effect on October 14, 2025 [10] Q&A Session Summary Question: Approach to managing production in lumber and North America OSB - Management highlighted actions taken early in the cycle, including mill closures and adjustments to shift configurations, to remain nimble in production management [18][19] Question: Implied Q4 operating rate for OSB - The implied operating rate for Q4 is expected to be around 80%, influenced by maintenance shutdowns during the weaker seasonal period [20][22] Question: M&A opportunities in the current down cycle - Management emphasized a quality-first approach to M&A, indicating that while there are opportunities, they remain selective and focused on enhancing the company's strength [23][24] Question: Federal support for the lumber industry - Management noted ongoing discussions with the government regarding support measures for the industry, although specific details were not provided [28][30] Question: Inventory levels in the U.S. channel - Management indicated that their inventory levels are intentionally lean, with customers purchasing as needed, but they do not have visibility into customer inventory levels [31][34] Question: Conditions in Canadian markets and competitor behavior - The Canadian market remains competitive, with no significant changes in demand or competitor behavior noted since the imposition of higher U.S. duties [46][47] Question: Capital expenditures outlook for 2026 - Management indicated that they will provide 2026 capital expenditure guidance in February, with a focus on operationalizing major projects completed in recent years [50] Question: State of the Caribou Pulp facility post-fire - The Caribou Pulp facility has been repaired and is back up and running, with positive signs of improvement in the European segment [51]

Financial Data and Key Metrics Changes - West Fraser Timber Co. Ltd. reported an adjusted EBITDA of negative $144 million for Q3 2025, indicating continued operation within an extended cycle trough [3][4] - The lumber segment's adjusted EBITDA was negative $123 million, a significant decline from $15 million in Q2 2025, primarily due to lower pricing and a $67 million duty expense [6][8] - Cash flow from operations was $58 million, with a net cash balance of $212 million, down from $310 million in the previous quarter [9] Business Line Data and Key Metrics Changes - The North America EWP segment posted negative $15 million in adjusted EBITDA for Q3 2025, down from $68 million in Q2, driven by lower OSB pricing [6] - The pulp and paper segment reported negative $6 million in adjusted EBITDA, compared to negative $1 million in Q2, largely due to a maintenance shutdown [7] - The Europe business generated $1 million in adjusted EBITDA, similar to the $2 million reported in the previous quarter [8] Market Data and Key Metrics Changes - U.S. housing starts averaged 1.31 million units annually through August, reflecting stable but uninspiring levels of new home construction [4] - The company noted subdued demand in repair and remodeling, continuing a trend observed in previous quarters [4] Company Strategy and Development Direction - The company has removed 820 million board feet of capacity, approximately 12% of its lumber capacity, to optimize its asset portfolio and create a more resilient business [11][12] - West Fraser aims to maintain a flexible operating strategy to meet customer needs while focusing on cost reduction and safety [12][13] - The company plans to continue a balanced capital allocation strategy, investing in value-enhancing projects and pursuing opportunistic growth [13] Management's Comments on Operating Environment and Future Outlook - Management acknowledged the challenges posed by macroeconomic conditions and shifting trade policies but expressed confidence in the company's strong financial position to navigate these difficulties [11] - The company remains optimistic about the long-term prospects for the industry despite a challenging year-to-year outlook [16] Other Important Information - The U.S. Department of Commerce announced final combined duty rates of 26.5% for softwood lumber, with West Fraser having the lowest duty rate in the Canadian industry [10] - The company confirmed its 2025 capital expenditure guidance range of $400 to $450 million [9] Q&A Session Summary Question: Approach to managing production in a tough market - Management emphasized actions taken early in the cycle, including mill closures and adjustments to shift configurations, to remain nimble in production management [18][19] Question: Implied Q4 operating rate for OSB - The implied operating rate for OSB in Q4 is expected to be around 80%, with maintenance shutdowns strategically scheduled during this weaker seasonal period [20][21] Question: M&A opportunities in the current down cycle - Management reiterated a quality-first approach to M&A, emphasizing the importance of asset quality and the company's flexibility to pursue growth opportunities [22][24] Question: Federal support for the lumber industry - Management noted ongoing discussions with the government regarding support measures for the lumber industry, but specific details were not disclosed [28][29] Question: Inventory levels in the U.S. channel - Management indicated that their own inventory levels are intentionally lean, but they do not have visibility into customer inventory levels [30][32] Question: Conditions in the Canadian market - The Canadian market remains competitive, but it does not drive demand as significantly as the U.S. market [44][45] Question: Capital expenditures outlook for 2026 - Management indicated that they will provide 2026 capital expenditure guidance in February, noting that they have been busy with major projects [47] Question: State of the Caribou Pulp facility - The Caribou Pulp facility has been repaired and is back up and running after a recent incident [48]

Financial Data and Key Metrics Changes - West Fraser reported an adjusted EBITDA of negative $144 million for Q3 2025, indicating continued operation within an extended cycle trough [4][6] - The lumber segment posted adjusted EBITDA of negative $123 million, a significant decline from $15 million in Q2 2025, primarily due to lower pricing and a $67 million out-of-period duty expense [8][10] - Cash flow from operations was $58 million, with a net cash balance of $212 million, down from $310 million in the prior quarter [11] Business Line Data and Key Metrics Changes - The North America EWP segment reported adjusted EBITDA of negative $15 million, down from $68 million in Q2, driven by lower OSB pricing [8] - The Pulp and Paper segment's adjusted EBITDA was negative $6 million, compared to negative $1 million in Q2, largely due to maintenance shutdowns [9] - The Europe business generated $1 million of adjusted EBITDA, similar to the $2 million reported in Q2 [10] Market Data and Key Metrics Changes - U.S. housing starts averaged 1,310,000 units through August, reflecting stable but uninspiring demand [5] - The company noted subdued repair and remodeling demand during the quarter, continuing a trend observed in previous quarters [6] Company Strategy and Development Direction - The company is focused on maintaining a strong balance sheet and liquidity profile, allowing for counter-cyclical investments [6][16] - West Fraser has permanently removed 170 million board feet of capacity in its Canadian lumber business to optimize its asset portfolio [14][15] - The company aims to leverage its product and geographic diversity while maintaining cost discipline and a commitment to sustainability [19] Management's Comments on Operating Environment and Future Outlook - Management acknowledged the challenging macroeconomic conditions and the impact of shifting trade policies on operations [14] - The company remains optimistic about the long-term prospects for the industry despite a challenging near-term outlook [20] - Management emphasized the importance of quality in potential M&A opportunities, particularly in the current down cycle [28][30] Other Important Information - The U.S. Department of Commerce released final CVD and ADD rates for AR6 at a combined rate of 26.5%, with West Fraser having the lowest duty rate in the Canadian industry [12] - A proclamation imposing a 10% tariff on imported softwood timber and lumber into the U.S. took effect on October 14, 2025 [13] Q&A Session Summary Question: Approach to managing production in lumber and OSB - Management highlighted actions taken early in the cycle, including mill closures and shift adjustments, to remain nimble in production [22][24] Question: Implied Q4 operating rate for OSB - The implied operating rate for OSB in Q4 is expected to be around 80%, influenced by seasonal maintenance shuts [26] Question: M&A opportunities in the down cycle - The company maintains a quality-first approach to M&A, focusing on high-quality assets that enhance strength during the cycle [28][30] Question: Federal support for lumber industry - Management noted ongoing discussions with the government regarding support measures for the lumber industry, but specifics were limited [34][35] Question: Inventory levels in the U.S. channel - Management indicated that their own inventory levels are intentionally lean, but they do not have visibility into customer inventory levels [37][39] Question: Conditions in the Canadian market - The Canadian market remains competitive, but it is smaller than the U.S. market and does not drive demand significantly [51] Question: CapEx outlook for 2026 - The company is wrapping up major projects and will provide 2026 CapEx guidance in February, with a focus on operationalizing recent investments [55] Question: State of the Cowrie facility post-fire - The Cowrie facility has been repaired and is back up and running, with positive signs in the European segment [55] Question: European lumber imports and OSB demand - Management noted no significant changes in visibility regarding European lumber imports and observed some price improvement in OSB demand in Europe [60][61]

Equity LifeStyle Properties (NYSE:ELS) Q3 2025 Earnings Call October 23, 2025 11:00 AM ET Company ParticipantsJamie Feldman - Research AssociateOmotayo Okusanya - Managing Director and Head of U.S. REIT ResearchPaul Seavey - EVP and CFOPatrick Waite - President and COOMarguerite Nader - CEOConference Call ParticipantsMichael Goldsmith - U.S. REITs AnalystWesley Golladay - Senior Research AnalystEric Wolfe - REIT Equity AnalystJana Galan - Research AnalystBrad Heffern - REIT Equity Research AnalystJohn Kim - ...

Financial Data and Key Metrics Changes - The company reported operating revenue of $2.6 billion in Q3 2025, up 1% from the prior year, primarily due to contractual revenue growth in Supply Chain Solutions (SCS) and Fleet Management Solutions (FMS) [12] - Comparable EPS from continuing operations increased to $3.57, up 4% from $3.44 in the prior year, reflecting higher contractual earnings and benefits from share repurchases [13] - Return on equity (ROE) was 17%, up from the prior year, driven by higher contractual earnings and share repurchases, partially offset by lower rental demand and used vehicle sales [13] - Year-to-date free cash flow increased to $496 million from $218 million in the prior year due to reduced capital expenditures and lower income tax payments [13] Business Line Data and Key Metrics Changes - Fleet Management Solutions operating revenue was in line with the prior year, with pre-tax earnings of $146 million, reflecting higher ChoiceLease performance but lower used vehicle sales and rental results [14] - Supply Chain operating revenue increased by 4%, driven by new business in omnichannel retail, although earnings decreased by 8% due to e-commerce network performance and higher medical costs [16] - Dedicated operating revenue decreased by 6% due to lower fleet count, but earnings before tax (EBT) remained in line with the prior year, reflecting acquisition synergies [17] Market Data and Key Metrics Changes - The company expects 60% of 2025 revenue to come from asset-light businesses, up from 44% in 2018, indicating a shift in revenue mix towards supply chain and dedicated services [10] - The company anticipates a free cash flow forecast of $900 million to $1 billion for 2025, reflecting lower year-over-year capital spending [9][23] Company Strategy and Development Direction - The company remains focused on creating value through operational excellence and investment in customer-centric technology, aiming for earnings growth driven by resilient contractual businesses and strategic initiatives [6] - A new discretionary share repurchase program was authorized, reflecting the company's commitment to disciplined capital allocation [8] - The company expects to realize approximately $100 million in benefits from strategic initiatives by year-end 2025, benefiting all three business segments [25] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to outperform prior cycles, citing a strong performance from the transformed business model and the execution of the balanced growth strategy [11] - The company anticipates continued earnings growth in 2025, driven by contractual earnings and strategic initiatives, despite headwinds from the freight market [22] - Management noted that the prolonged freight downturn and economic uncertainty are causing some customers to delay decisions, but robust sales and pipeline activity in SCS are encouraging [22][26] Other Important Information - The company has repurchased approximately 22% of its shares outstanding since 2021 and increased the quarterly dividend by 57% [8] - The company expects to generate approximately $10.5 billion from operating cash flow and used vehicle sales proceeds over a three-year period, creating $3.5 billion of incremental debt capacity [20] Q&A Session Summary Question: Impact of CDL regulations on the business model - Management indicated that tighter driver markets could benefit the dedicated business as companies seek help in driver recruitment, with minimal impact expected on the lease side [30][31] Question: Drivers of earnings growth for 2026 - Management expects contractual earnings growth and benefits from strategic initiatives to drive earnings growth, with strong performance anticipated in supply chain solutions [33][34] Question: Used vehicle pricing and tariffs - Management noted uncertainty regarding the impact of truck tariffs on pricing but suggested that higher new truck prices could eventually benefit used truck values [41][42] Question: Supply chain performance and headwinds - Management acknowledged temporary headwinds in supply chain performance due to higher medical costs and lower e-commerce volumes but remains optimistic about future growth [52][53] Question: SelectCare performance volatility - Management views the recent lower activity in SelectCare as temporary, expecting a return to normal levels in the fourth quarter [57] Question: Non-domicile CDL role and timing of impacts - Management indicated that the impact of CDL regulations would unfold over time, with expectations of increased demand for dedicated services as the driver market tightens [62]

USANA Health Sciences (NYSE:USNA) Q3 2025 Earnings Call October 23, 2025 11:00 AM ET Company ParticipantsWalter Noot - COOBrent Neidig - Chief Commercial OfficerJim Brown - CEOIvan Feinseth - Director of ResearchAndrew Masuda - Director of Investor RelationsKathryn Armstrong - Chief Scientific OfficerDoug Hekking - CFOConference Call ParticipantsAnthony Lebiedzinski - Senior Equity AnalystSusan Anderson - Managing Director and Senior AnalystOperatorGreetings and welcome to the USANA Health Sciences third qu ...

Financial Data and Key Metrics Changes - Total revenues increased by 4% year-over-year to $1.45 billion, driven by tuck-under acquisitions, while organic growth was flat overall [3][12] - EBITDA rose by 3% to $165 million, with a consolidated margin of 11.4%, slightly down from 11.5% in the previous year [3][12] - Earnings per share (EPS) increased by 8% to $1.76 [3][12] - Year-to-date revenues reached $4.1 billion, up 7% from $3.85 billion in the prior year, with adjusted EBITDA at $425 million, a 13% increase [12][13] Business Line Data and Key Metrics Changes - **FirstService Residential**: Revenues grew by 8% with organic growth at 5%, supported by solid net contract wins [4][13] - **FirstService Brands**: Revenues were up 1%, but organic declines of 4% were noted, particularly in restoration brands [4][14] - **Roofing Segment**: Revenues increased mid-single digits due to acquisitions, but organic revenues declined by 8% [7][9] - **Century Fire Protection**: Revenues rose over 10%, driven by strong repair, service, and inspection revenues [9][10] Market Data and Key Metrics Changes - Industry-wide claim activity and weather-related damage were modest across North America, leading to a decline in restoration revenues compared to the previous year [5][6] - The company anticipates a 20% decline in restoration revenues for Q4 compared to the prior year due to minimal storm-related revenues [6][7] - The roofing segment is experiencing delays in large commercial projects and a general reduction in new construction, impacting organic growth [8][9] Company Strategy and Development Direction - The company remains focused on long-term growth opportunities in restoration and roofing despite current macroeconomic challenges [30][40] - Recent acquisitions in roofing are aimed at expanding presence in key markets, with a commitment to investing in the roofing segment [9][16] - The company is actively pursuing tuck-under acquisitions, although competition remains high, particularly in fire protection and residential property management [35][36] Management's Comments on Operating Environment and Future Outlook - Management noted that macroeconomic stability is needed for improvement in commercial construction and to release deferred work [30][40] - The outlook for Q4 indicates revenues roughly in line with the prior year, with expectations of mid-single-digit growth in consolidated annual revenues for the full year [17][30] - Management expressed confidence in the long-term demand prospects for roofing and restoration, citing aging building stock and increased weather events as key drivers [40][41] Other Important Information - The company generated over $125 million in cash flow from operations during Q3, totaling $330 million year-to-date, a significant increase of approximately 65% year-over-year [15][16] - The balance sheet showed net debt of $985 million, with a leverage ratio of 1.7 times net debt to trailing 12 months EBITDA [16] Q&A Session Summary Question: Divergence in performance between Century Fire Protection and roofing business - Management explained that Century Fire Protection's service, repair, and inspection business is more recurring and has been resilient, benefiting from growth in data centers [19][20] Question: Margins in the Brands division - Management highlighted strong profitability in home improvement and Century Fire, attributing it to operational efficiencies and client relationships [21][22] Question: Market share gains in restoration - Management noted that efforts in positioning with national accounts and increased activity across the branch network contributed to market share gains [25][26] Question: Outlook for FirstService Residential margins - Management indicated that while margin improvements have been significant, some tapering is expected in Q4 due to seasonal factors [27][28] Question: Roofing project delays and future growth - Management acknowledged the uncertainty in the market but expressed confidence in the long-term demand prospects for roofing [30][40] Question: Competition for tuck-under deals - Management confirmed that the M&A environment remains competitive, particularly in roofing, but they continue to seek opportunities [35][36] Question: Backlog status in restoration - Management reported that the backlog is stable but slightly off from last year, with some impact from previous storm-related work [48] Question: Performance in Florida - Management stated that Florida's performance is in line with expectations, with some budgetary pressures alleviated due to stabilization in the insurance market [50]

Expro Group Holdings (NYSE:XPRO) Q3 2025 Earnings Call October 23, 2025 11:00 AM ET Company ParticipantsAti Modak - VPEddie Kim - VP of Equity ResearchSergio Maiworm - CFOJoshua Jayne - Managing DirectorMike Jardon - CEOConference Call ParticipantsDerek Podhaizer - Senior Equity Research AnalystOperatorGood morning, all, and thank you for joining us for the Expro Q3 2025 earnings presentation. My name is Carly and I'll be coordinating the call today. If you'd like to register a question during the call, you ...

Financial Data and Key Metrics Changes - The company reported a net income of $211 million and EPS of $3.15, an increase of $1 million and $0.06 per share respectively, driven by higher revenues and an expanding net interest margin [4][10] - Net interest income increased by $15 million to $647 million, with a net interest margin expansion of two basis points on a gap basis [10][14] - The effective tax rate decreased to 14.5% from 18.5% in the previous quarter, influenced by a higher proportion of exempt income [16][71] Business Line Data and Key Metrics Changes - Loan growth was strong at $502 million for the quarter, with contributions from both banks, primarily in commercial and construction lending [10][11] - Non-interest income was $171 million, an increase of $3 million compared to the previous quarter, driven by solid performance across fee-generating segments [14] - Total operating expenses increased by $3 million to $495 million, primarily due to a non-cash goodwill impairment [15] Market Data and Key Metrics Changes - The unemployment rate in Puerto Rico remained low at 5.6%, with consumer spending showing resilience and a 5% increase in combined credit and debit card sales [5][6] - Mortgage balances at Banco Popular increased by $129 million, indicating strong home purchase activity [5] - The tourism sector benefited from significant events, contributing to increased economic activity [6][7] Company Strategy and Development Direction - The company’s strategy focuses on being the number one bank for customers, simplifying operations, and achieving a sustainable 14% return on tangible common equity [7][8] - Investments are being made in digital and payment solutions to enhance customer engagement and streamline operations [8][9] - The company is committed to improving cash management and credit delivery for small and mid-sized businesses [9] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the economic trends in Puerto Rico, citing a backlog of federal disaster recovery funds and ongoing real estate and tourism projects [6][23] - The company aims to close out 2025 on a high note, focusing on deposit retention and loan generation [23] - Management remains confident in the risk profile of the loan portfolios despite isolated credit events [20][45] Other Important Information - The CET1 ratio was 15.8%, a decrease of 12 basis points due to loan growth and capital actions [17] - The company declared a quarterly common stock dividend of $0.75 per share, an increase from the previous quarter [17] Q&A Session Summary Question: On margin and asset yields - Management indicated that they expect net interest margin to continue expanding despite potential rate cuts, with strong tailwinds from upcoming maturities in the investment portfolio [30][49] Question: On credit trends, especially in auto loans - Management remains optimistic about consumer credit trends, noting that delinquency rates are still lower year-over-year [33][34] Question: On large commercial loans and reserves - Management clarified that the loans in question are current on payments, and the decision to classify them as non-accrual was due to deteriorating circumstances [40][41] Question: On competition in the deposit market - Management acknowledged increased competition but emphasized their commitment to rational pricing and maintaining strong client relationships [74] Question: On underwriting standards amid increased competition - Management confirmed that they maintain rigorous underwriting standards and are not compromising on credit quality despite competitive pressures [78][80]

Financial Data and Key Metrics Changes - In Q3, net income was $388 million, or $4.73 per share, compared to $303 million, or $3.44 per share a year ago, representing a significant increase [4] - Net operating income for the quarter was $394 million, or $4.81 per share, an increase of 38% over the $3.49 per share from a year ago [4] - Return on equity through September 30 is 21.9%, and book value per share is $69.52, with a 12% increase in book value per share from a year ago [4] Business Line Data and Key Metrics Changes - Total premium revenue in Q3 grew 5% over the year-ago quarter [6] - Life premium revenue for Q3 increased 3% from the year-ago quarter to $844 million, with life underwriting margin up 24% to $482 million [7] - Health insurance premium revenue grew 9% in the quarter to $387 million, with health underwriting margin up 25% to $108 million [7][8] - Administrative expenses were $90 million for the quarter, an increase of 1% over the third quarter of 2024, maintaining 7.3% of premium [8] Market Data and Key Metrics Changes - The company serves the lower middle to middle-income market, which is vastly underserved and has significant growth potential [5] - The average producing agent count for the third quarter was 12,230, up 2% from a year ago, indicating growth in the agency force [10] Company Strategy and Development Direction - The company aims to surpass 28,000 exclusive agents and $1.4 billion in annual sales by 2030 [10] - New initiatives include a worksite enrollment platform and a recruiting CRM to enhance agent productivity and training [11][50] - The company anticipates total premium revenue growth of approximately 5% for the full year 2025, consistent with its 10-year average growth rate [7] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth of the agent force and sales, citing a strong recruiting pipeline and improved agent productivity [42] - The company expects net operating earnings per diluted share for 2025 to be in the range of $14.40-$14.60, representing 17% growth at the midpoint [36] - Management noted that while there is uncertainty in the U.S. economy, the company is well-positioned to withstand economic downturns due to its conservative investment portfolio [23] Other Important Information - The company repurchased approximately 840,000 shares for a total cost of approximately $113 million in Q3 [26] - The company anticipates share repurchases will total $685 million in 2025 [27] - The overall impact of life and health assumption changes reduced policy obligations by $134 million, indicating an improved outlook for future policy obligations [33] Q&A Session Summary Question: What is driving muted sales growth in recent quarters? - Management indicated that the challenge is related to agent productivity and onboarding new agents, not consumer demand [40][41] Question: Does the $600 million-$700 million cash flow guidance include benefits from the Bermuda entity? - The guidance does not include any benefits from the Bermuda affiliate, which is expected to take at least two accounting periods for reciprocal jurisdiction [44][45] Question: Can you elaborate on the new worksite enrollment platform and recruiting CRM? - The new platform enhances agents' ability to customize coverage for clients, while the CRM system provides real-time data for managing the recruiting pipeline [47][50] Question: What are the expectations for claims trends and sales in the health business? - Management expects favorable trends in Medicare Supplement and group retiree health, with anticipated rate increases to improve margins [65][66] Question: What is the outlook for health sales given the aging baby boomer generation? - Management believes there will be continued demand for Medicare Supplement products, supported by demographic trends [74][78] Question: What is the status of the EEOC investigation? - The EEOC findings are not binding, and there is no pending litigation, with the company prepared to defend its classification of sales agents [80][81]