Tantalus Systems Holding (OTCPK:TGMP.F) Update / Briefing November 25, 2025 10:00 AM ET Company ParticipantsPete Londa - President, CEO, and DirectorAzim Lalani - CFODeb Honig - Investor Relations ContactAzim Lalani$100,000 or 10%. The increases in revenue were the result of higher sales volumes to our existing customers and the conversion of our new utility customers that are commencing projects with Tantalus. Recurring revenue, recognized in Q3, increased to $3.4 million and represented 24% of total reven ...

Financial Data and Key Metrics Changes - Revenue for fiscal 2025 was just over $11 billion, up 17% from fiscal 2024, with earnings per share of $7.79, an increase of 22% year-over-year [13][4] - Fourth quarter revenue reached $3.08 billion, growing 7% sequentially and 26% year-over-year, with gross margin at 69.8%, up 60 basis points sequentially and 190 basis points year-over-year [14][17] - Record free cash flow of over $4 billion, representing 39% of revenue, up from 33% in 2024 [4][18] Business Line Data and Key Metrics Changes - Industrial segment represented 46% of fourth quarter revenue, up 12% sequentially and 34% year-over-year, with full-year growth of 15% [14][15] - Automotive segment accounted for 28% of quarterly revenue, up 1% sequentially and 19% year-over-year, with full-year growth of 16% [15][9] - Communications segment represented 13% of quarterly revenue, up 4% sequentially and 37% year-over-year, with data center segment surpassing a $1 billion run rate [15][16] - Consumer segment also represented 13% of quarterly revenue, up 7% both sequentially and year-over-year, with full-year growth of 19% [16] Market Data and Key Metrics Changes - Strong demand in industrial sectors driven by AI, automation, and energy efficiency, with notable growth in robotics and healthcare [6][8] - Aerospace and defense achieved record results, with expectations for continued growth due to advanced sensor and power solutions [8][9] - Wireless communications showed some softness, but market conditions are expected to improve with new product introductions [10] Company Strategy and Development Direction - Company emphasizes innovation in analog, mixed-signal, and power technologies, with significant R&D investments in fiscal 2025 [5][6] - Focus on software, digital, and AI capabilities to enhance customer solutions and streamline product development [5][6] - Post-acquisition of Maxim, over $3 billion allocated to enhance capacity and resilience, supporting long-term growth [6][12] Management's Comments on Operating Environment and Future Outlook - Management remains confident in growth for FY 2026 despite macroeconomic challenges, citing strong technology leadership and application expertise [12][19] - Anticipated growth driven by industrial and communications sectors, with expectations for broad-based growth across all markets [24][26] - Caution expressed regarding the automotive sector due to tariff impacts and market volatility, but overall positive outlook for fiscal 2026 [31][26] Other Important Information - Company returned over $4 billion to shareholders through dividends and share repurchases, supporting an 8% dividend increase [4][18] - Inventory levels increased, but channel inventory remains lean at approximately six weeks [18] Q&A Session Summary Question: Near-term guidance and segment strength - Management indicated Q1 guidance is slightly up, with industrial expected to grow mid-single digits above seasonal, while automotive may see a slight decline [22][23] Question: Automotive market resilience - Automotive has shown stronger resilience than expected, with significant share gains in China contributing to better-than-anticipated volumes [30][31] Question: Gross margin expectations - Gross margins are expected to remain flat due to mix issues, with higher industrial mix anticipated to offset seasonal pressures [34][36] Question: Revenue synergies from acquisitions - Management confirmed strong progress on revenue synergies from the Maxim acquisition, with expectations for significant contributions in 2026 [49][50] Question: Visibility and lead times - Visibility remains limited beyond the current quarter, with lead times generally under 13 weeks, but broad strength in several areas is noted [67] Question: R&D spending priorities - Company is focusing R&D on power management and high-speed signal processing, while also enhancing digital capabilities [72][73]

Summary of Tantalus Systems Holding Update / Briefing (November 25, 2025) Company Overview - **Company**: Tantalus Systems Holding (OTCPK:TGMP.F) - **Industry**: Utility technology and smart grid solutions Key Financial Metrics - **Cash Flow**: Approximately $1.3 million used from cash flow from operations due to seasonal working capital changes [1] - **Liquidity**: Available liquidity of approximately $18.3 million, including $9.8 million in cash and $8.5 million in borrowing capacity [1] - **Revenue**: Record revenue of approximately $52 million over the trailing 12 months, up from $42 million the previous year [1] - **Recurring Revenue**: Record recurring revenue of $12.7 million, representing 25% of total revenues [2] - **Gross Profit Margin**: Strong gross profit margin of 54% [2] - **Adjusted EBITDA**: Positive adjusted EBITDA of $3.5 million, with a margin of 6.7% [2] Business Performance and Growth - **Customer Base**: Approximately 88% of revenue generated during the quarter came from existing customers, indicating strong customer retention and growth potential [3] - **TruSense Gateway Orders**: 52 utilities have placed orders for the TruSense Gateway, exceeding internal expectations [4] - **Sales Pipeline**: Orders converted from the sales pipeline have surpassed any prior complete year, with over $50 million in orders converted [5] - **Order Growth**: Orders have grown over 30% year-over-year, while revenue is up 22% [16] Product Development and Market Strategy - **TruSense Gateway**: Positioned as part of a broader platform for utilities, focusing on grid modernization and data analytics [12][15] - **Manufacturing Capacity**: Current contract manufacturing capacity is 150,000 units per year, with plans for geographic diversification [8][9] - **Market Adoption Timeline**: Expected adoption timeline for utilities to deploy the TruSense Gateway is 3-5 years, with initial trials lasting from 3 to 18 months [10][11] Future Outlook - **2026 Expectations**: Internal targets for utility orders are being evaluated, with significant growth opportunities identified from the current 52 utilities [50][51] - **Acquisition Strategy**: Future acquisitions will focus on being accretive to earnings and expanding market access, technology, and product lines [38][39] - **Data Management Focus**: Emphasis on managing existing data and integrating new data from devices like the TruSense Gateway [56] Additional Insights - **Utility Challenges**: Data centers are creating capacity constraints for utilities, necessitating modernization and improved power quality [46][48] - **Installation Services**: Most utilities handle their own installations, with Tantalus providing oversight and project management without entering the installation business [60][61] - **Competitive Landscape**: Tantalus competes and partners with meter vendors, but has not seen direct competition for the TruSense Gateway from these partners [44][45] This summary encapsulates the key points from the Tantalus Systems Holding update, highlighting financial performance, product development, market strategy, and future outlook.

Financial Data and Key Metrics Changes - Revenues for Q3 2025 were $44.5 million, a 10% increase from $40.4 million in Q3 2024, but below the record $47.2 million achieved in Q2 2025 [3][10] - Adjusted net income for Q3 was $14.4 million, slightly above last year's figure, with earnings per share on an adjusted basis at $0.39 for the quarter [3][12] - The company achieved a debt-free status after repaying a total of $350 million over the last three years, with all vessels now fully owned [3][14] Business Line Data and Key Metrics Changes - The fleet days increased by 7% due to the addition of two vessels, contributing to higher revenues [10] - Voyage expenses rose to $7.2 million, driven by increased port and bunker expenses, while operational utilization decreased to 90.3% [11] - TCE revenues for the quarter were $37.3 million, reflecting seasonal low activity [11] Market Data and Key Metrics Changes - Global LPG exports grew by 5% in the first nine months of 2025, with US exports showing close to 6% growth [17][18] - The European market is expected to import a record 8 million metric tons of competitive US LPG in 2025, significantly impacting demand [18] - Chinese LPG imports recorded a 1% growth in the first eight months of 2025, despite trade tensions affecting the market [19][20] Company Strategy and Development Direction - The company aims to maintain a conservative approach with a visible revenue stream, securing $130 million in contracted revenues [4] - There is a focus on selling older tonnage and replacing it with newer vessels, with a recent agreement to sell the Eco Invictus [4] - The company has achieved a cash flow break-even of $6,500-$7,000 daily, enhancing competitiveness even in a declining market [15] Management's Comments on Operating Environment and Future Outlook - The management acknowledged the seasonal weakness in Q3 but expressed optimism for the short term as markets firm up entering winter [25] - There is a belief that geopolitical tensions are easing, which should positively impact market sentiment and rates [25] - The long-term outlook remains positive, driven by continuous growth in LPG demand, particularly from US production [25][26] Other Important Information - The company has scheduled dry dockings for six vessels in 2026, indicating ongoing maintenance and operational readiness [6] - The company maintains strong liquidity with cash expected to reach $100 million by year-end [13][14] Q&A Session Summary Question: What is the outlook for LPG demand in the coming years? - Management indicated that future capacity additions from US infrastructure projects and Middle East expansions create a positive outlook for sustained market expansion through 2030 [20] Question: How is the company managing its fleet in light of current market conditions? - The company is focusing on maintaining high period coverage and has secured 46% of fleet days for 2026, ensuring a stable revenue stream [6][4] Question: What are the implications of the US-China trade situation on operations? - Management noted that while trade tensions have affected imports, the recent truce may allow for a return to normalcy in trade relations [19]

Summary of Sun Life Financial Conference Call (November 25, 2025) Company Overview - **Company**: Sun Life Financial (NYSE: SLF) - **Industry**: Financial Services, specifically focusing on asset management and insurance Key Points Strategic Priorities 1. **Asset Management Growth**: - Sun Life is Canada's largest asset manager with over **$1.6 trillion** in assets under management, aiming to unlock synergies across insurance and asset management sectors [6][7] - Plans to complete the purchase of equity stakes in private asset managers VGO and Crescent, enhancing their real estate and private credit businesses [7] 2. **Enhancing Dental Business**: - Focus on improving performance in the US dental sector, particularly through repricing Medicaid and leveraging their position as the largest dental benefits provider [8][9] 3. **Digital Transformation**: - Investment in AI and digitization to enhance client propositions and operational efficiency, with tools provided to advisors to improve productivity [9][10] 4. **Support for Asian and Canadian Markets**: - Record earnings reported in Q3 for both Asian and Canadian operations, with a strong outlook for future growth [10] Financial Performance and Capital Management 1. **Organic Capital Generation**: - Achieved **52%** organic capital generation year-to-date, exceeding the target of **30% to 40%** [11][13] - Currently holds approximately **$6 billion** in excess capital and debt capacity [11] 2. **M&A Activity**: - Over the past decade, Sun Life has deployed **$11 billion** in M&A, focusing on private asset management and health sector acquisitions [14] - Immediate priority includes the purchase of remaining equity stakes valued at **$2.2 billion** [14] 3. **Share Buyback Program**: - Year-to-date, nearly **$1.5 billion** has been allocated to share buybacks, with plans to fully utilize the remaining **$300 million** [14][19] Return on Equity (ROE) Targets 1. **Current ROE Performance**: - On track for an underlying ROE of approximately **18%** for 2025, with a long-term target of **20%** [24][26] - Growth expected from asset management and improvements in underperforming sectors [27] 2. **Pathway to ROE Growth**: - Anticipated contributions to ROE growth from various segments, including asset management, US operations, and Canadian markets [28] Canadian Market Insights 1. **Strong Performance**: - Canadian operations reported a **29% ROE**, driven by favorable insurance experiences and increased fee income from asset management [32][33] - The market is characterized as mature with significant market share, serving over **14 million Canadians** [32] 2. **Sustainability of High ROE**: - While current ROE is high, adjustments for extraordinary factors indicate a more normalized growth rate of **7%** [33][36] Medical Stop Loss Business 1. **Market Position**: - Sun Life is a leading independent player in the US medical stop loss market, with a strong historical performance and pricing discipline [45][47] - Anticipates ongoing demand for medical stop loss products due to rising medical cost inflation, projected at **8.5%** for the upcoming year [49] 2. **Challenges and Adjustments**: - The company is closely monitoring the market for potential fluctuations in claims and pricing adjustments [50] Conclusion - Sun Life Financial is positioned for continued growth through strategic asset management, digital transformation, and a strong focus on capital management. The company maintains a robust outlook for its Canadian and Asian markets while navigating challenges in the US healthcare sector. The management team expresses confidence in achieving long-term financial objectives and delivering value to shareholders [52][53].

Financial Data and Key Metrics Changes - Net sales declined by 2.8% in Q3 and 4% year-to-date, with comparable sales down 1.7% in Q3 and 3.2% year-to-date [32] - Adjusted net income for Q3 was $11 million, equating to an adjusted diluted earnings per share of $0.10, while year-to-date adjusted net income is $61 million with adjusted diluted earnings per share of $0.54 [36][37] - Gross margin improved to 39.6%, an increase of 51 basis points year-over-year, driven by strong inventory management and product mix benefits [34] - SG&A expenses declined by 2.1% to $1.3 billion in Q3, with year-to-date SG&A expenses down 3.8% [35] Business Line Data and Key Metrics Changes - Digital sales grew by 2.4% versus last year, outperforming store sales, driven by increased traffic [33] - Women's business showed significant improvement, particularly in proprietary brands, contributing positively to overall performance [14] - Men's business also improved, with proprietary brands performing well and dress and tailored categories seeing strong sales [15] - Accessories, particularly jewelry, saw a 10% increase in Q3, while home categories showed improvement, especially in soft home products [17][18] Market Data and Key Metrics Changes - Comparable sales performance improved with a positive 1% in October, following a decline in September due to unseasonably warm weather [11] - Low-to-middle-income consumers are increasingly seeking value, impacting overall consumer behavior [12] Company Strategy and Development Direction - The company is focused on three key priorities for its 2025 initiatives: offering a curated assortment, reestablishing Kohl's as a leader in value and quality, and delivering a frictionless shopping experience [12][18] - There is a commitment to enhancing proprietary brands and optimizing the balance between national and proprietary brands to meet customer needs [19][21] - The company is leveraging artificial intelligence to improve efficiency and customer experience across digital platforms [25] Management's Comments on Operating Environment and Future Outlook - Management acknowledges the ongoing pressure on discretionary income for low-to-middle-income consumers and anticipates this behavior to continue into Q4 [12][39] - The company is optimistic about its positioning for the holiday season, emphasizing exceptional value and exclusive offerings [27][30] - Management remains focused on restoring trip assurance and improving inventory allocation to enhance the shopping experience [26] Other Important Information - The company ended Q3 with $144 million in cash and cash equivalents, with inventory decreasing approximately 5% compared to last year [37] - Capital expenditures are projected to be around $400 million for the year, primarily for the completion of Sephora rollouts and other strategic initiatives [38] Q&A Session Summary Question: How is the company connecting with former and lapsed customers? - Management noted that core customers continued to shop, but some trips were lost. Marketing efforts are being ramped up to re-engage these customers, particularly through personalized coupons and inventory availability [42][43] Question: Can you break down the $1.3 billion of operating cash flow? - The majority of the cash flow is attributed to strong inventory management, with a focus on maintaining lower inventory levels while improving sales performance [50][51] Question: Which strategic initiatives are showing the most promise? - The focus on building a more balanced assortment and enhancing proprietary brands has shown significant progress, particularly in women's categories [58][60] Question: What is the outlook for gross margin in Q4? - Management expects continued benefits from inventory management and product mix, but anticipates some headwinds due to increased digital sales and promotional activities [76][77] Question: What is the current debt position and outlook? - The company has approximately $1.5 billion in debt, with plans to exit the revolver by the end of the year, positioning itself well for future liquidity [79][80]

Financial Data and Key Metrics Changes - For the quarter ended September 30th, core net investment income was $0.28 per share, with GAAP net investment income also at $0.28 per share [5][16] - Net asset value (NAV) decreased by 1.2% to $10.83 per share from $10.96 per share in the previous quarter [16] - The debt to equity ratio was reported at 1.6 times, which was reduced to 1.4 times after subsequent asset sales [16][17] Business Line Data and Key Metrics Changes - The portfolio grew to $2.8 billion, up from $2.4 billion in the prior quarter, with a weighted average yield on debt investments at 10.2% [12][17] - The portfolio consists of 90% first lien senior secured debt, with only 0.4% of the portfolio in non-accrual status [10][17] - The company invested $633 million in 11 new and 105 existing portfolio companies during the quarter, achieving a weighted average yield of 10.5% [13] Market Data and Key Metrics Changes - The pricing on high-quality first lien term loans is reported at SOFR plus 475-525 basis points, with leverage ratios remaining reasonable [8][9] - The company noted a steady increase in transaction activity in the private middle market lending sector, which is expected to lead to higher loan origination volumes [8] Company Strategy and Development Direction - The company is focused on enhancing earnings power through scale, diversification, and disciplined capital deployment, as evidenced by a $250 million portfolio acquisition and the formation of a new joint venture [5][6] - The goal is to grow the new joint venture, PSSL2, to over $1 billion in assets, similar to existing joint ventures [7] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the current market environment, highlighting strong private equity sponsor relationships and disciplined underwriting as key advantages [8] - The company anticipates that the increase in transaction activity will provide opportunities to exit some equity co-investments and reinvest in income-producing assets [8] Other Important Information - The company has a strong credit quality track record, with a loss ratio on invested capital of only 11 basis points annually since inception [12] - The sectors targeted for investment include business services, consumer, government services and defense, healthcare, and software and technology, which are considered recession resilient [10][11] Q&A Session Summary Question: How did the portfolio acquisition come about? - The acquisition was part of a joint venture with a third party, involving assets that were well-known and originated by the company [21][22] Question: Are there more opportunities like the portfolio acquisition? - The company is optimistic about future opportunities, particularly in sectors where they have existing relationships and expertise [21] Question: What impact did the government shutdown have on portfolio companies? - The company has minimal exposure to civilian government activities, focusing more on defense and intelligence, which were not impacted by the shutdown [24] Question: What is the NII contribution from the sold assets? - The NII contribution from the $310 million of assets sold is expected to ramp up over the next year or two as the new joint venture scales [29][30] Question: How does the current leverage ratio cover the dividend? - The company believes that a leverage ratio of 1.5 should easily cover the dividend, even with potential reductions in SOFR [43] Question: What trends are seen in the underlying portfolio companies? - The company is observing double-digit revenue growth and single-digit EBITDA growth across its portfolio, with a healthy overall portfolio despite some choppier credits [46][47] Question: Any consideration for buybacks given the stock price is below book value? - The board considers all options, including buybacks, especially given the current valuation [59]

Financial Data and Key Metrics Changes - Revenue growth of 3.1% to $186.1 million, with a 5.9% increase excluding the Middle East [4][14] - Gross margin improved by 80 basis points to 54.3% compared to 53.5% last year, despite a $4.5 million impact from U.S. tariffs [5][15] - Adjusted operating income grew over 40% to $12.6 million, with positive operating cash flow of $1.3 million for the first nine months [5][16] - Net income for the third quarter was $10.2 million, or $0.45 per diluted share, compared to $8.5 million, or $0.37 per diluted share in the previous year [17] Business Line Data and Key Metrics Changes - Movado brand sales grew 17.7% on a comparable store basis, with overall sales in Movado company stores increasing by 9.4% [9] - Licensed brands saw a 6.4% growth overall, with a 2.9% increase on a constant currency basis [10] - Strong performance in jewelry and watches, particularly from brands like Coach and Hugo Boss [10][11] Market Data and Key Metrics Changes - U.S. net sales increased by 6.9%, while international net sales increased by 0.6%, with strong performances in Europe and Latin America [15] - The Middle East showed softer results, but the company is working on rebuilding its strategy in that region [4][15] Company Strategy and Development Direction - Focus on building brands sustainably, driving innovation, and improving financial results [4][6] - Plans to return to growth in the Middle East next year and continue to invest in brand-building efforts while improving profitability [4][25] - Emphasis on capturing momentum from younger consumers embracing analog watches [12] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about improving dynamics in the fashion and accessible luxury watch categories [6] - Acknowledgment of ongoing global economic and political uncertainty, leading to no fiscal 2026 outlook provided [20] Other Important Information - The company ended the quarter with $183.9 million in cash and no debt, and a quarterly dividend of $0.35 per share was approved [6][19] - Recent trade agreements are expected to lower U.S. tariff rates on Swiss watches, allowing for better planning and reduced price-based mitigation [5][20] Q&A Session Summary Question: Is the success of watches and brands due to influencers or design trends with Gen Z? - Management indicated it is a combination of both increased social media coverage and innovative designs resonating with younger consumers [22] Question: Does having sold-out conditions impair sales? - Management clarified that sold-out conditions are planned for select product families and that they expect to replenish styles soon [23] Question: Will the success in sales change spending levels for the fiscal year? - Management emphasized a balance between investing in brand-building and improving profitability [25]

Financial Data and Key Metrics Changes - Revenue growth of 3.1% to $186.1 million for the third quarter, with a 5.9% increase excluding the Middle East [4][5] - Gross margin improved by 80 basis points to 54.3% compared to 53.5% last year, despite a $4.5 million impact from U.S. tariffs [5][15] - Adjusted operating income grew over 40% to $12.6 million, with positive operating cash flow of $1.3 million for the first nine months [5][17] - Net income for the third quarter was $10.2 million, or $0.45 per diluted share, compared to $8.5 million, or $0.37 per diluted share in the previous year [17] Business Line Data and Key Metrics Changes - Movado brand sales grew 17.7%, with overall sales in Movado company stores increasing by 9.4% on a comparable store basis [9] - Licensed brands saw a 6.4% growth overall, with a 2.9% increase on a constant currency basis [10] - Strong performance in specific collections such as Coach's Sammy Collection and Tommy Hilfiger's TH Oxford family [10][11] Market Data and Key Metrics Changes - U.S. net sales increased by 6.9%, while international net sales increased by 0.6%, with strong performances in Europe and Latin America [14][15] - The Middle East market showed softer results, but the company is working on rebuilding its strategy in that region [4][15] Company Strategy and Development Direction - Focus on building brands sustainably, driving innovation, and improving financial results [4][6] - Plans to return to growth in the Middle East next year and continue to invest in brand-building efforts while improving profitability [4][25] - Emphasis on capturing momentum from younger consumers embracing analog watches [12] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about improving dynamics in the fashion and accessible luxury watch categories, driven by innovation and interest from younger consumers [6][12] - The company is not providing a fiscal 2026 outlook due to current economic uncertainty and unpredictable tariff developments [20] Other Important Information - The company ended the quarter with $183.9 million in cash and no debt, and a quarterly dividend of $0.35 per share was approved [6][19] - Capital expenditures for the first nine months were $3.5 million, with approximately 100,000 shares repurchased under the share repurchase program [19] Q&A Session Summary Question: Is the success in sales due to influencers or design trends with Gen Z? - Management indicated it is a combination of both increased social media coverage and innovative designs resonating with younger consumers [22] Question: Does having sold-out conditions impair sales? - Management clarified that sold-out conditions are planned for select product families and that they expect to replenish styles soon [23] Question: Will the success in sales change spending levels for the fiscal year? - Management emphasized a balance between investing in brand-building and improving profitability [25]

Financial Data and Key Metrics Changes - Net sales declined by 2.8% in Q3 and 4% year-to-date, with comparable sales down 1.7% in Q3 and 3.2% year-to-date [32] - Adjusted net income for Q3 was $11 million, equating to an adjusted diluted earnings per share of $0.10, while year-to-date adjusted net income is $61 million with adjusted diluted earnings per share of $0.54 [36][37] - Gross margin improved to 39.6%, an increase of 51 basis points year-over-year, driven by strong inventory management and product mix benefits [34] - SG&A expenses declined by 2.1% to $1.3 billion in Q3, with year-to-date SG&A expenses down 3.8% [35] Business Line Data and Key Metrics Changes - Digital sales grew by 2.4% versus last year, outperforming store sales, driven by increased traffic [33] - Women's business showed significant improvement, particularly in proprietary brands, while men's business also ran in line with company performance [12][15] - Accessories, including Sephora and jewelry, contributed positively, with Sephora running up 2% in the quarter [16][17] Market Data and Key Metrics Changes - Comparable sales performance improved with a positive 1% in October, following a decline in September due to unseasonably warm weather [10] - Low-to-middle-income consumers are increasingly seeking value, impacting overall sales performance [11] Company Strategy and Development Direction - The company is focused on three key priorities: offering a curated assortment, reestablishing Kohl's as a leader in value and quality, and delivering a frictionless shopping experience [11][18] - Strategic initiatives include enhancing proprietary brands and optimizing store layouts to improve customer experience [23][24] - The company aims to leverage AI to improve efficiency and customer engagement [25] Management's Comments on Operating Environment and Future Outlook - Management acknowledges the ongoing pressure on discretionary income for low-to-middle-income consumers and anticipates this behavior to continue into Q4 [11] - The company is optimistic about its positioning for the holiday season, emphasizing exceptional value and exclusive offerings [27][30] - Management remains committed to executing the 2025 initiatives and recognizes the need for further improvements [39] Other Important Information - The company ended Q3 with $144 million in cash and cash equivalents, with inventory decreasing approximately 5% compared to last year [37] - Capital expenditures are projected to be approximately $400 million for the year, focusing on Sephora rollout and e-commerce fulfillment [38] Q&A Session Summary Question: How is the company connecting with former and lapsed customers? - Management noted that core customers were still shopping, but some trips were lost. Marketing efforts are being ramped up to re-engage these customers [42][43] Question: Can you break down the $1.3 billion of operating cash flow? - The majority of cash flow is attributed to strong inventory management, with a focus on maintaining low inventory levels [50][51] Question: Which strategic initiatives are showing the most promise? - The focus on building a more balanced assortment and enhancing proprietary brands has shown significant progress [58][60] Question: What is the outlook for gross margin in Q4? - Management expects continued benefits from inventory management and product mix, but anticipates some headwinds due to increased digital sales and promotional activities [76][77] Question: What is the current debt position and outlook? - The company has approximately $1.5 billion in debt, with plans to exit the revolver by the end of the year, positioning itself well for future liquidity [79][80]