Ridgepost Capital (NYSE:PX) Q4 2025 Earnings call February 12, 2026 08:30 AM ET Speaker6Hello, and welcome to Ridgepost Capital's fourth quarter and full year 2025 conference call. My name is Kevin, and I'll be coordinating your call today. Currently, all participants are on a listen-only mode. After the speaker's presentation, there'll be a question-and-answer session. As a reminder, today's conference call is being recorded. I will now pass the call over to your host, Mark Hood, EVP and Chief Administrati ...

Financial Data and Key Metrics Changes - Service revenue for 2025 grew by 3%, aligning with guidance, while operational EBITDA increased by 5% year-over-year to $495.3 million [22][23] - Pro forma free cash flow reached nearly $300 million, with a conversion rate of EBITDA to cash flow at 60% [5][22] - Total revenue for Q4 2025 was $212.9 million, reflecting year-over-year growth in service revenue but lower subscriber equipment sales [23] Business Line Data and Key Metrics Changes - Commercial IoT revenue grew by 11% in Q4 2025, supported by the addition of over 30 new IoT products certified during the year [23][24] - Voice and data revenue increased by 4% in Q4, benefiting from a price increase implemented earlier in the year [23] - Broadband revenue declined by 9% in Q4 and 10% for the full year, attributed to a shift towards lower-priced companion plans [24] Market Data and Key Metrics Changes - The government business revenue rose to $27.6 million in Q4, reflecting the final step-up in EMSS contracts with the U.S. government [25] - Engineering and support revenue was strong at $37.1 million, with significant milestones achieved in 2025 related to government contracts [26] Company Strategy and Development Direction - The company is focusing on four key growth areas: narrowband IoT expansion, assured PNT services, national security work with the U.S. government, and aviation industry disruption [12][19] - New services and products expected to generate over $200 million in revenue opportunities by the end of the decade [9][10] - The company plans to leverage its unique spectrum assets and explore future business alliances to maximize shareholder value [11] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to generate significant free cash flow and return capital to shareholders through dividends [5][21] - The company anticipates a slower growth trajectory in 2026 but remains optimistic about long-term value creation [21][22] - Management highlighted the importance of adapting to competitive pressures while maintaining a focus on core business strengths [80] Other Important Information - A change in management incentive compensation to be fully cash-based starting in 2026, expected to reduce equity issuance and align more closely with shareholder interests [26][34] - The company ended 2025 with a cash balance of approximately $96.5 million and no outstanding borrowings under its revolving facility [35] Q&A Session Summary Question: Details on the decision to make incentive compensation entirely in cash - Management explained that the change aligns better with shareholder interests and reflects industry norms, while it will not impact GAAP financials [40][45] Question: Clarification on the $200 million revenue expectation from growth areas - Management clarified that the $200 million figure pertains to new growth products and does not directly correlate to the four growth themes discussed [46][48] Question: Ranking of growth areas and potential for M&A - Management indicated that while national security and PNT are promising, IoT and aviation safety also present significant opportunities, with potential for partnerships rather than acquisitions [53][54] Question: Viability of space data centers and potential involvement - Management expressed skepticism about the feasibility of space data centers, emphasizing a focus on current business themes rather than speculative ventures [62][63] Question: Next milestones for D2D services - Management outlined that product introduction and partner testing are key milestones to watch for in the upcoming year [64][65] Question: Expected PNT revenue contribution for 2026 - Management noted that PNT is included in the flat 2% growth outlook for 2026, with potential upside as opportunities develop [66][69]

Financial Data and Key Metrics Changes - The company expects EBITDA margin expansion of 40-50 basis points for 2026, which accounts for a planned investment of $4 million-$6 million for California expansion [11][12] - The leverage ratio is projected to be between 3.0-3.2 times, with a goal to reduce it to 2.5-3 over time [50][51] Business Line Data and Key Metrics Changes - The company anticipates positive distribution gains in 2026, driven by innovation and expansion into California, which is currently an untapped market [41][64] - The company has seen strong performance in productivity, mitigating inflation impacts, and expects to maintain a positive contribution from both volume and price across its portfolio [22][25] Market Data and Key Metrics Changes - The company noted that its core markets, particularly in Maryland, Virginia, and Washington, D.C., were disproportionately impacted by disruptions in November, affecting overall sales [30][31] - The overall category is expected to remain flat, with cautious optimism for a positive response from consumers due to better brands and innovation [43][44] Company Strategy and Development Direction - The company is focused on geographic expansion, distribution gains, and investing in marketing and innovation to drive growth [9][10] - The management emphasized the importance of maintaining a flexible approach to navigate a dynamic market environment while preparing for various outcomes [78][79] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the commercial plan for 2026, highlighting the importance of a rational promotional environment and continued investment in marketing [9][10] - The management acknowledged the challenges posed by inflation and consumer dynamics but remains optimistic about the company's ability to grow through strategic initiatives [92][93] Other Important Information - The company is launching new products, including protein pretzels and Boulder Canyon offerings, with expected distribution gains starting in Q2 [33][34] - The management is committed to maintaining affordability and value for consumers, which is crucial for driving volume growth [52][56] Q&A Session Summary Question: Expectations regarding competitive pricing and investment for 2026 - Management feels confident in their commercial plan and anticipates a flat category, guiding for 200-300 basis points of growth [9][10] Question: Clarification on EBITDA margin guidance - The company expects 40-50 basis points of margin expansion, accounting for planned investments and a dynamic environment [11][12] Question: Impact of SNAP disruption on sales - The core markets were more affected due to their demographic characteristics, which contributed to the overall sales impact [30][31] Question: Distribution and innovation timeline - Distribution gains are expected to start in Q1, with innovations rolling out in Q2 [33][34] Question: Consumer dynamics and affordability - Management noted that affordability remains a key focus, with a balanced approach to pricing and innovation [52][56] Question: Long-term portfolio strategy - The company is focused on expanding its portfolio to include more protein and fiber options, aligning with consumer trends [95][96]

Financial Data and Key Metrics Changes - For Q4 2025, the company reported record revenue of $720 million, exceeding guidance, with adjusted EPS at a record $2.08, also surpassing expectations [4][5] - Full year 2025 revenue reached approximately $2.7 billion, a 10% increase year-over-year, with adjusted EPS of $7.54, reflecting a 19% increase year-over-year [5][17] - Free cash flow for the year was $219 million, with share repurchases totaling 1.7 million shares for $195 million, reducing share count by over 11% since 2021 [5][21] Business Line Data and Key Metrics Changes - Automation Solutions revenue for the year was nearly $1.5 billion, a 14% improvement year-over-year, with EBITDA increasing by 16% [18] - Smart Infrastructure Solutions revenue topped $1.2 billion, a 7% improvement year-over-year, with EBITDA increasing by 6% [19] - Solutions wins as a percentage of total revenue crossed 15% for the year, indicating a significant increase from the previous year [6][24] Market Data and Key Metrics Changes - Orders for Q4 were up 12% year-over-year and 5% quarter-over-quarter, indicating strong demand across the business [5][13] - The company noted robust demand in automation sectors, particularly in energy and discrete manufacturing, with double-digit growth in these areas [29][44] - Broadband experienced a softer second half of the year but is expected to stabilize and rebound in 2026 due to new fiber product adoption [19][36] Company Strategy and Development Direction - The company is transitioning to a unified functional operating model effective January 1, 2026, to enhance customer focus and streamline operations [7][9] - The strategic realignment aims to maximize long-term growth and improve the delivery of integrated solutions [9][25] - The company is committed to leveraging trends such as digitization and IT/OT convergence to drive future growth [25] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to manage near-term variability despite ongoing market uncertainty [22] - The first quarter 2026 revenue guidance is expected to be between $675 million and $690 million, with adjusted EPS between $1.65 and $1.75 [23][24] - The company anticipates continued strong demand in key verticals, including energy and discrete manufacturing, as well as growth in smart buildings [44][48] Other Important Information - The company successfully refinanced debt by issuing EUR 450 million of senior subordinated notes, extending its debt maturity profile [22] - The balance sheet remains strong, with cash and cash equivalents at $390 million, and financial leverage at 1.9x net debt to EBITDA [20] Q&A Session Summary Question: Demand trends and outlook for 2026 - Management noted a 26% growth in the total solutions pipeline at the end of 2025, with strong demand in automation sectors like energy and hospitality [29][30] Question: Supply chain concerns regarding metals and semiconductors - Management indicated confidence in managing supply chain risks and emphasized a shift towards regional manufacturing to mitigate risks [32][33] Question: Insights on broadband and overall business performance - Management highlighted a temporary slowdown in architectural upgrades in broadband but expects recovery due to resolved interoperability issues and BEAD funding [36][37] Question: Organizational realignment impact on costs - The realignment is focused on enhancing customer-centricity rather than immediate cost reductions, though efficiencies are expected to arise from pooled resources [49][50] Question: Cash flow and working capital considerations - Management does not anticipate significant impacts on cash flows from copper price volatility, as they have mechanisms to pass on costs [58][60]

Financial Data and Key Metrics Changes - The company reported total sales of $809 million for Q4 2025, reflecting a core growth of 5% and an adjusted EPS of $0.86, which is an 8% increase year-over-year [14][15] - For the full year, organic sales grew nearly 4% and EPS finished up 11% [4][5] - Adjusted free cash flow for 2025 was over $460 million, equating to about 15% of annual sales [4][15] Business Line Data and Key Metrics Changes - Environmental and Fueling Solutions (EFS) segment delivered 6% core growth for the full year, with dispenser sales increasing high single digits in Q4 [16] - Mobility Technologies saw core sales increase by 8.5% in Q4, with Invenco achieving a revenue base of nearly $650 million, up 22% organically [9][17] - Repair Solutions experienced a sequential sales increase in Q4, although overall sales declined by 2% due to lower volumes [18] Market Data and Key Metrics Changes - The fueling market has shown a broad-based growth with a 6% organic CAGR over the last two years, driven by increased capital investment in fueling equipment, particularly in North America [8] - Environmental sales finished the year with growth in the low teens, supported by strong upgrade activity for connected automatic tank gauges [9] - The convenience retail end market is growing at a mid-single-digit CAGR, fueled by strategic investments in food service and technology [10] Company Strategy and Development Direction - The company is focused on a connected mobility strategy that enables profitable growth and innovation across its portfolio [5] - Simplification efforts are expected to yield $15 million in incremental cost savings, enhancing operational efficiency [6][20] - The unified payment solution is a strategic priority, addressing payment complexity and driving additional revenue opportunities for customers [12][13] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in entering 2026 with strong momentum and a healthier portfolio, expecting core growth of about 3% and operating margin expansion of 80 basis points [6][20] - The company anticipates challenges in the first half of 2026 due to tougher comparisons but expects stronger growth in the second half [22] - Management highlighted the importance of innovation and product vitality in driving customer engagement and commercial momentum [25] Other Important Information - The company ended the year with nearly $500 million in cash and a net leverage ratio of 2.3 times, down from 2.6 times at the start of the year [19] - Share repurchases totaled $300 million for the year, equating to over 5% of shares outstanding [19] Q&A Session Summary Question: Insights on MobilityTech growth - Management noted that innovation-driven growth in MobilityTech exceeded expectations, with strong uptake on new products like FlexPay 6 and NFX [29][31] - There was a $4 million inventory reserve adjustment at Invenco due to legacy inventory prior to acquisition [33] Question: Longevity of retail fueling cycle - Management expressed confidence in the retail fueling cycle, citing positive feedback from convenience store customers and ongoing capital investments [35][37] Question: Q1 core growth expectations across segments - EFS is expected to grow in the low single-digit range, while Mobility Technologies and Repair Solutions are anticipated to be relatively flat [42] Question: Operating margins and cost drivers - Q1 margins are expected to be flat year-over-year, with significant savings from simplification efforts ramping up in the second half of the year [44][46] Question: Dynamics of payment terminals - Management clarified that their payment terminals are not below average products; they provide significant advantages in managing payment complexity and lifecycle costs [70][72]

Financial Data and Key Metrics Changes - In 2025, Diebold Nixdorf achieved revenue growth, with Adjusted EBITDA expanding to $485 million and free cash flow more than doubling to a record $239 million, reflecting a sustainable free cash flow generation model [4][9] - Adjusted earnings per share (EPS) reached $5.59 for fiscal year 2025, more than doubling year-over-year, even when excluding certain non-cash, non-operational tax benefits [10][21] Business Line Data and Key Metrics Changes - In banking, revenue grew 11% year-over-year in Q4, with product revenue increasing by 20% driven by strong ATM recycler adoption [24][25] - Retail revenue increased 12% year-over-year in Q4, with product revenue growing 16% supported by strong point-of-sale and self-checkout performance [26] Market Data and Key Metrics Changes - North America showed strong momentum in both banking and retail, with significant wins in grocery and pharmacy sectors [49][70] - Europe experienced positive momentum, particularly in Germany and France, with strong wins in the savings and credit union space [70] Company Strategy and Development Direction - The company is focusing on expanding its role beyond ATMs to include broader branch and transaction ecosystems through software-enabled automation and cash management solutions [5][10] - The strategy emphasizes automation, software, and service recurring revenue, which are expected to support higher quality growth over time [10][11] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to generate strong and consistent cash flow, with a focus on delivering profitable growth and cash generation in 2026 [6][36] - The company anticipates continued improvements in working capital and operational efficiencies, which are expected to enhance financial flexibility [9][32] Other Important Information - The company received two credit rating upgrades in 2025, reflecting improvements in its operating and financial model [6][33] - The company ended 2025 with over $700 million in liquidity and a net debt leverage ratio of 1.1 times, indicating a strong financial position [32] Q&A Session Summary Question: Insights on Q1 expectations and investments in services - Management indicated strong visibility into Q1 revenues with a product backlog of $730 million and expected Adjusted EBITDA margins to be comparable to Q1 of 2025 [41][42] Question: Context on retail logo wins in the U.S. - Management highlighted nine new logos, including significant wins in grocery and pharmacy sectors, with AI playing a crucial role in these successes [46][49] Question: Improvement potential in days sales outstanding (DSO) and days inventory outstanding (DIO) - Management noted opportunities for further improvement in DSO and DIO, with expectations of reducing DSO by an additional 4-5 days and DIO benefiting from local manufacturing strategies [55][58] Question: Capital allocation priorities regarding share repurchases and tuck-in acquisitions - Management reaffirmed a focus on share repurchases as the best return on investment while maintaining flexibility for strategic acquisitions [60][61] Question: Demand for ATMs and growth opportunities - Management reported strong demand in North America and Europe, with a focus on expanding beyond ATMs into the branch ecosystem, and noted significant wins in Asia, particularly in India [67][70]

Financial Data and Key Metrics Changes - Adjusted EBITDA margin expanded by 110 basis points in Q4 2025, reaching an industry-leading 33%, up 100 basis points year-over-year, excluding lower commodities [3][17] - Full year 2025 Adjusted EBITDA was $3.125 billion, up 7.7% year-over-year, with an Adjusted EBITDA margin of 33% [18] - Revenue for Q4 2025 was $2.373 billion, with a pricing increase of 6.4% [15][17] Business Line Data and Key Metrics Changes - Solid waste core pricing increased by 6.5% in 2025, contributing to margin expansion despite declines in recycled commodities [8] - Reported volume decreased by 2.7%, reflecting intentional shedding and ongoing weakness in cyclically driven elements [15] - Special waste tons increased by 7% for the full year 2025, while construction and demolition debris (C&D) tons decreased by 5% [16] Market Data and Key Metrics Changes - Pricing in competitive markets exceeded 7%, while the Western region saw pricing around 3.7% [15] - The company experienced a decline in roll-off pulls by 2% and an increase in total landfill tons by 3% on a same-store basis [16] Company Strategy and Development Direction - The company plans to focus on solid waste and continue disciplined acquisition strategies, having completed approximately $330 million in annualized revenue from 19 acquisitions in 2025 [10][11] - Investments in sustainability and AI technology are prioritized, with ongoing development of renewable gas facilities and a new recycling facility expected to be operational by 2027 [12][13] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about improving macro indicators but did not factor in a material pickup in expectations for 2026 [17] - The outlook for 2026 estimates revenue between $9.9 billion and $9.95 billion, with organic growth in solid waste collection expected to be 3.5%-4% [20][21] Other Important Information - The company returned over $830 million to shareholders through share repurchases and dividends in 2025 [3][12] - Adjusted free cash flow for 2025 was $1.26 billion, with expectations for an increase to $1.4 billion-$1.45 billion in 2026 [23] Q&A Session Summary Question: Can you elaborate on sustainability CapEx and Chiquita Canyon spend? - Management expects sustainability-related outlays to step down in 2026, with $100 million allocated for RNG facilities and additional investments in recycling technology [27][28] Question: What are the macroeconomic assumptions baked into guidance? - Management has not factored in improvements in commodity values or cyclical volumes but noted potential upside from these areas [31][32] Question: What buckets of expenses are seeing moderation? - Labor rates have decreased from 5% year-over-year to about 3.9%, with expectations to trend down further in 2026 [40][41] Question: Can you provide an update on the Northeast Corridor build-out? - The company has increased daily tonnage significantly and expects to reach 9,000-9,500 tons per day at Arrowhead Landfill by 2026 [66][67] Question: How is the ramp-up of new RNG facilities progressing? - The ramp-up is slower than expected due to permitting issues, with efficiency rates improving over time [72][75]

Financial Data and Key Metrics Changes - For the full year 2025, the company reported global revenue of $9.5 billion, growing 2% on a reported basis and 6% on an organic operational basis, with 4% from price and 2% from volume [20][21] - Adjusted net income grew 6% on a reported basis and 7% on an organic operational basis to $2.8 billion [20][21] - Full year adjusted gross margin of 71.9% grew 120 basis points on a reported basis, with foreign exchange having a favorable impact of 80 basis points [40] Business Line Data and Key Metrics Changes - The companion animal portfolio grew 5% operationally in 2025, with the Simparica franchise reporting $1.5 billion in revenue, growing 12% operationally [21][22] - The livestock portfolio delivered 8% organic operational revenue growth for the year, with $2.8 billion in revenue [24][30] - Companion animal diagnostics delivered broad-based 13% operational revenue growth for the year [14][23] Market Data and Key Metrics Changes - International markets contributed significantly, with 8% organic operational revenue growth, while the U.S. delivered 4% organic operational growth [5][20] - International companion animal grew 7% operationally, driven by the Simparica and key dermatology franchises [27] - International livestock grew 10% on an organic operational basis, with strong performance in the Brazilian cattle market [30] Company Strategy and Development Direction - The company is focused on advancing long-acting approvals and maintaining a robust pipeline to extend growth [6][18] - Strategic actions are being taken to sustain growth through competition, including optimizing channel mix and increasing reach with veterinarians [8][19] - The company aims to leverage its diverse portfolio and robust pipeline, with 12 potential blockbusters in development [18][19] Management Comments on Operating Environment and Future Outlook - Management noted that the operating environment is dynamic, with macroeconomic pressures affecting consumer behavior, particularly among Gen Z and millennial pet owners [6][9] - Despite near-term headwinds, management remains confident in the long-term fundamentals of the animal health market, expecting gradual improvement in 2026 [9][17] - Guidance for 2026 includes organic operational revenue growth of 3%-5% and adjusted net income growth of 3%-6% [42][43] Other Important Information - The company is transitioning its ERP system to enhance operational efficiency and align fiscal years globally [39][40] - A convertible bond offering supported a $1.75 billion common stock buyback, returning over $3.2 billion to shareholders through buybacks and dividends [42] Q&A Session Summary Question: Competition and Pricing Strategy for 2026 - Management acknowledged the competitive landscape and the impact of new product launches on growth, particularly in the dermatology space [48][50] - Price increases are expected to return to a normal range of 2%-3%, with volume contributing to growth as well [52] Question: U.S. Companion Animal Operational Growth - Management indicated that the guidance incorporates current market conditions and the strength of their portfolio, despite competitive pressures [56][57] Question: Dynamics of Simparica Trio Growth - Management highlighted that Simparica Trio remains a leading product with significant room for expansion, despite recent lower growth [61][63]

Financial Data and Key Metrics Changes - Total global net product revenues for 2025 were nearly $3 billion, representing an 81% growth compared to 2024, driven by a more than doubling of revenue in the TTR franchise [24][25] - The company achieved GAAP profitability for the full year 2025 and expects to sustain profitability going forward [5][27] - Non-GAAP operating income for the full year was $850 million, a $755 million increase compared to the previous year [26] Business Line Data and Key Metrics Changes - The TTR franchise generated $858 million in net revenues in Q4 2025, up 151% year-over-year [11] - The rare disease portfolio generated $136 million in net revenue in Q4, reflecting a 26% increase compared to the same period last year [10] - GIVLAARI and OXLUMO together became a $500 million franchise in 2025, showing continued growth more than five years post-launch [10] Market Data and Key Metrics Changes - U.S. net revenues for the TTR franchise grew 20% compared to Q3 2025 and 222% compared to Q4 2024 [11] - International revenues grew 13% quarter-over-quarter and 47% year-over-year, indicating strong global momentum [12] - The company anticipates launching AMVUTTRA for ATTR cardiomyopathy in additional international markets throughout 2026 [12] Company Strategy and Development Direction - The company has set new five-year goals, Alnylam 2030, focusing on achieving global TTR leadership, sustainable innovation, and disciplined growth [6][9] - Plans include launching nucresiran in 2028 for polyneuropathy and 2030 for cardiomyopathy, with aspirations to deliver RNAi to 10 tissue types and expand the pipeline to over 40 clinical programs by 2030 [7][8] - The company aims for over 25% revenue CAGR through 2030 and a non-GAAP operating margin of approximately 30% [9] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the size and growth of the ATTR-CM category, noting that the majority of patients remain untreated [14] - The early momentum of AMVUTTRA is encouraging, with strong customer demand and broad access expected to drive growth [16] - The company is focused on improving diagnosis and treatment rates to expand the category further [17] Other Important Information - The company initiated three Phase 3 studies in 2025 and expanded its clinical pipeline with four proprietary CTAs [18] - The proprietary enzymatic ligation manufacturing platform, Syrelis, was launched to enhance capacity and reduce costs [20] - The company ended 2025 with cash, cash equivalents, and marketable securities of $2.9 billion, an increase from $2.7 billion at the end of 2024 [27] Q&A Session Summary Question: Can you comment on new patient adds and the mix of first-line for patisiran versus tafamidis switches? - Management highlighted strong AMVUTTRA launch momentum and improved first-line access, supporting confidence in 2026 guidance [38][41] Question: Can you speak to the choppiness in scripts for the first quarter and pricing dynamics? - Management noted that the majority of patients have first-line access and expect a mid-single-digit net price decline in 2026, which is integrated into their outlook [44][47] Question: Have you seen any seasonality during the fourth quarter? - Management acknowledged typical industry seasonality but emphasized that underlying momentum remains strong [50][51] Question: What is the rationale for prioritizing the ACVR1C asset over others in your pipeline? - Management indicated that ACVR1C appears to be a more potent target based on preclinical work and emerging data [81][85] Question: How should we think about the impact of nucresiran on operating margins once available? - Management expects nucresiran to have a best-in-class profile, potentially driving margins to the mid-40s post-2030 [68][69]

Financial Data and Key Metrics Changes - Total revenues declined 2% year-over-year in Q4 and 1% for the full year, in line with guidance [17] - Free cash flow grew by 16% year-over-year, totaling $234 million for the year [23] - GAAP earnings per diluted share were $3.20 for the year, with adjusted earnings per diluted share at $4.73, at the top end of guidance [22] - The insurance cost ratio (ICR) was 90.8% for the year, slightly better than the midpoint of guidance [10][22] Business Line Data and Key Metrics Changes - Professional services revenue declined 7% in Q4 and 6% for the full year, driven by a mix of factors including declining co-employed WSEs [19][20] - ASO business showed strong growth, ending the year with over 39,000 users, with average PEPPM of approximately $50 [10] - Insurance services revenue was flat for the year, but per average co-employed WSE grew 9% due to health fee increases [21] Market Data and Key Metrics Changes - Total worksite employees (WSEs) decreased by 10% year-over-year, ending the year with approximately 323,000 [18] - Retention dropped to roughly 80%, down five points year-over-year, primarily due to pricing issues [18] Company Strategy and Development Direction - The company is focused on repositioning for long-term growth, emphasizing client service, operational efficiency, and go-to-market execution [5][6] - Investments in sales organization and the Ascend program are expected to enhance sales capacity and improve retention [8][9] - The company plans to simplify its health plan offerings and expand ASO as a core growth driver [9][10] Management's Comments on Operating Environment and Future Outlook - The management acknowledged a challenging macro environment with high medical cost inflation and muted hiring activity [5][6] - For 2026, the company expects total revenues to be in the range of $4.75 billion to $4.9 billion, with slight improvements in retention anticipated [25][26] - Management remains focused on controllable factors, including disciplined pricing and improved client value [14][30] Other Important Information - The company achieved an all-time high Net Promoter Score in 2025, indicating improved client satisfaction [12] - The board has authorized an increase in the share repurchase program to $400 million [31] Q&A Session Summary Question: Can you discuss your guidance philosophy? - The new CFO emphasized the importance of understanding business momentum and operational discipline in setting guidance for 2026 [36][39] Question: What are your expectations for bookings in 2026? - Management indicated that they expect stronger retention and new sales growth, contributing to improved bookings [40][42] Question: Can you elaborate on insurance pricing and its impact on attrition? - Management noted that health fee pricing adjustments were necessary due to elevated healthcare costs and previous underpricing [48][50] Question: What are the drivers of ASO services growth? - The growth in ASO services is primarily driven by the conversion of SaaS clients and new sales, with strong retention expected [62][64]