Clearfield, Inc.

Good afternoon. Welcome to Clearfield's physical third quarter 2019 earnings conference call. My name is Ben, and I'll be your operator this afternoon. Joining us for today's presentation are the company's president and CEO, Sherry Beranek, and CFO, Dan Herzog. Following the commentary, we will open the call for questions. I would now like to remind everyone that this call will be recorded and be made available for replay via a link in the investor relations section of the company's website. This call is also being webcasted and accompanied by a PowerPoint presentation called the Field Report, which is also available in the Investor Relations section of the company's website. Please note that during the course of this call, management will be making forward-looking statements regarding future events and the future financial performance of the company. These forward-looking statements are subject to risks and uncertainties that could cause actual results to differ materially from those in the forward-looking statements. It is important to note that the company undertakes no obligation to update such statements except as required by law. The company cautions you to consider risk factors that could cause actual results to differ materially from those in the forward-looking statements contained in today's press release, field report, and in this conference call. The risk factors section in the Clearfield's most recent Form 10-K filing with the Securities and Exchange Commission provides the descriptions of those risks. As a reminder, the slides in this presentation are not controlled by the speaker, but rather by you, the listener. Please advance forward through the presentation as the speaker presents the remarks. With that, I would like to turn the call over to Clearfield CEO, Sherry Beranek. Please proceed.

Good afternoon, and thank you everyone for joining us today. During the third quarter, we continue to build on our track record of growth and move closer toward achieving our full year guidance for 2019. Revenue was up 2% year-over-year to $21.9 million, which was driven primarily by the strong performance achieved in our national carrier business, partially offset by software demand in other segments of our markets. For the nine-month period ended June 30, 2019, revenue of $61.1 million was 11% higher than the first nine months of 2018. Revenue was up in all of our markets compared to the prior year period, with the strongest growth in our international and national carrier businesses. We're encouraged by the overall nine-month result and the backlog we have built, enabling us to reiterate our previously announced revenue guidance of $83 million to $87 million for fiscal 2019. Before I dive deeper into our results and progress against our coming of age plan, I'd like to spend a moment going over our recent operational and market progress. I'll start, as always, with our core community broadband market, which had a roughly flat order with $13.7 million in revenue. The softness in this market is due in part to the transition in the federal funding programs for the last six years under the Connect American Fund, which is ending in 2019, to the Rural Digital Opportunity Fund, which begins a 10-year program in 2020. The roughly $2 billion annual spend under the Rural Digital Opportunity Fund increases the speed threshold. While it maintains its technology-neutral position, it is positive to ongoing fiber growth because of the speed requirements. We believe we will continue to gain market share and to be a supplier of choice for the communications providers who have consistently relied on our solutions over the past decade. Our national carrier business recorded one of its strongest quarters to date, up 46% to $3.3 million of revenue. This significant growth was driven by the continued strong adoption of our FieldShield products at one carrier and increasing sales of FieldSmart fiber distribution cabinets at another. This achievement not only demonstrates our solution's continued competency in the field but also the growing trust and comfort these large carriers are developing with Clearfield to support and scale their networks. While we are only just scratching the surface in this market, our progress to date has been a promising reminder and preview of the level of potential growth we believe we can achieve through the national carriers. Looking at some of our other markets, our MSO business was consistent with last year at $2.5 million of revenue. while up 4% for the nine-month period ended June 30, 2019. Our international business declined slightly year-over-year to $1.6 million of revenue during the quarter, but is up 31% for the nine-month period, demonstrating once again the benefits of looking at our business through the lens of a longer time horizon. As it relates to our legacy build-to-print business, we have historically achieved a $4 million annual run rate for this business, making this quarter an anomaly for us. Although this business has limited growth opportunities, we expect to continue achieving this annual run rate despite this quarter's shortfall. With that, I'll now turn the presentation over to our CFO, Dan Herzog, who will walk us through our financial performance for the third quarter of fiscal 2019.

Thank you, Sherry. Now looking at our financial results in more detail, Our revenue in the third quarter of fiscal 2019 increased 2% to $21.9 million from $21.5 million in the same year-ago period. The increase for the quarter was largely driven by increased sales to our national carrier customers, which was up 46%, or approximately $1 million, compared to fiscal Q3 2018. Gross profit for the third quarter of fiscal 2019 totaled $8.4 million, or 38.4% of total revenue, compared to $8.5 million or 39.5% of total revenue in the third quarter of fiscal 2018. Gross profit percentage for the third quarter of fiscal 2019 was down year-over-year in part due to tariff costs, which we are currently experiencing, but is up 160 basis points from the prior quarter due to product mix. Even with the tariffs, however, we remain confident in achieving our gross margin forecast of 37% to 38% for fiscal 2019 due to our continued efforts to enhance our supply chain and cost structure. Our operating expenses for fiscal Q3 were $6.9 million, which were up from $6.1 million in the same year-ago quarter while consistent with the last two quarters. The increase was due to an increase in compensation expense as a result of additions in headcount to support the company's growth as well as an increase in external sales commission and fees generated by manufacturing sales reps and agents. Income from operations totaled $1.5 million in the third quarter of fiscal 2019 from $2.4 million in the same year-ago quarter. Income tax expense was $454,000 compared to $766,000 in the third quarter of fiscal 2018. The resulting net income was $1.3 million or 10 cents per diluted share for the third quarter of fiscal 2019. Turning now to our balance sheet. During the third quarter, our cash, cash equivalents, and investments decreased slightly to $43.2 million from $43.5 million in the prior quarter ended March 31, 2019, mainly as a result of changes in working capital in the quarter. We continue to evaluate ways to deploy our capital to generate the highest returns for our shareholders. Now with that, I would like to turn the call back over to Sherry. Sherry?