VSE Corporation

Good day and welcome to the VSE Corporation's second quarter 2024 results conference call. All participants will be in listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's remarks, there will be an opportunity to ask questions. To ask a question, you may press star then one on your touchtone phone. To withdraw your question, please press star then two. Please note this event is being recorded. I would now like to turn the conference over to Michael Pearlman, Vice President of Investor Relations and Treasury. Please go ahead. Thank you.

Welcome to VSE Corporation's second quarter 2024 results conference call. We will begin with remarks from John Cuomo, President and CEO. Also on the call this morning is Tering Sharma, Chief Accounting Officer and Interim Chief Financial Officer. The presentation we are sharing today is on our website and we encourage you to follow along accordingly. Today's discussion contains forward-looking statements about future business and financial expectations. Actual results may differ significantly from those projected in today's forward-looking statements due to various risks and uncertainties, including those described in our periodic reports filed with the SEC. Except as required, by law, we undertake no obligation to update our forward-looking statements. We are using non-GAAP financial measures in our presentation. Where available, the appropriate GAAP financial reconciliations are incorporated into our presentation and posted on our website. All percentages in today's discussion refer to -over-year progress except where noted. At the conclusion of our prepared remarks, we will open the line for questions. With that, I'd like to turn the call over

to John. Good morning. Thank you for joining VSE's second quarter conference call today. This morning, I would like to begin by discussing the current market environment for our aviation segment. I will then provide an update on our 2024 strategic priorities and review both our second quarter financial performance and outlook for the remainder of the year. Let's begin with a market update on the aviation commercial market. Global airline passenger traffic remains robust and has returned to, and in many cases, exceeded record pre-pandemic levels. 2024 revenue passenger miles are forecasted to be approximately 4% above 2019 levels and are expected to continue to increase annually over the next 10 years. Over the same period, the global in-service fleet is expected to expand by approximately 3% annually to accommodate increased passenger demand. While Boeing and Airbus are attempting to ramp up production to meet increased demand, quality and supply chain constraints have impeded their efforts. As an interim solution, airlines are delaying aircraft retirements, driving increased demand for aftermarket parts and maintenance-related services on aging aircraft. Within the business and general aviation market, we've seen a structural shift in the use of private aircraft following the pandemic and, as a result, more stability when compared to prior cycles. Business jet activity was the first to recover following the pandemic, and we have seen this activity stabilize near historically high levels and anticipate low single-digit growth rates in the near term. Moving now to slide three, where I will provide an update on our 2024 strategic priorities. Beginning with the aviation statement. First, we continue to scale our new European Distribution Center of Excellence in Hamburg, Germany, launched earlier this year. The facility supports an expansion of our Pratt & Whitney Canada aftermarket program, which is performing in line with our expectations and is expected to be at the full year run rate by the end of the year. The facility will support additional distribution products, including tires, tubes, and batteries from our DESSER acquisition later in 2024. Second, the launch of our new OEM-licensed fuel control manufacturing program is outpacing early expectations and contributing to segment profitability. Our Kansas facility expansion, which will support the manufacturing of this new product line, is expected to be operational by year end. The investment in this facility expansion accounts for most of the growth capex spent in the second quarter. Next, we are building a core competency in acquisition integration. The DESSER acquisition integration, which includes integrating systems, processes, organizations, -to-market strategy, and branding, remains on track and is expected to be completed over the next 12 months. Supporting this integration, we are developing a new e-commerce site that will support all VSC aviation and legacy DESSER customers. This new VSC aviation site will be launched in the third quarter of this year. And finally, our recent acquisition of turbine controls, or TCI, has exceeded our initial expectations and assumptions. Our initial focus for this business is adding capacity and expanding our scope with existing engine OEM partners. Moving now to fleet. Earlier this year, we announced the initiation of a process to explore and evaluate strategic alternatives involving our fleet segment. The review is progressing and in process, and we expect to provide additional updates after both the USPS ERP transition is complete and the USPS revenue recovery is stabilized. Both of which are anticipated by year end. In the interim, we have undergone several initiatives to better position the segment for future revenue growth, profitability, and a potential divestiture. We remain committed to managing the fleet segment through the near-term temporary disruptions caused by the USPS transition to a new ERP or fleet management system. We continue to focus on customer diversification and scaling our e-commerce fulfillment and commercial fleet businesses, which are up approximately 30% organically year to date in the aggregate. At the corporate level, we completed a successful follow-on equity offering of 2.4 million shares at $71 per share in May. The net proceeds from the offering were used to repay outstanding borrowings under our revolving loan facility, including borrowings to fund our acquisition of CCI. Additionally, and as previously disclosed, the company expected to recognize restructuring charges related to the relocation of our corporate and federal defense headquarters and other corporate restructuring initiatives supporting the finalization of the federal defense business segment divestiture. In connection with these activities, we recorded a $17 million charge in the second quarter. We have also made the decision to relocate our corporate headquarters to one of our existing aviation segments operating facilities later this year. We will provide a detailed update next quarter. Finally, our CFO search is progressing well, and we expect to announce a permanent CFO and onboarding plan soon, specifically before the end of the third quarter. Let's move on to slide four, where I will provide an update on

our Q2 performance. In the second quarter, we delivered

revenue growth of 30%. This included a second quarter in a row of both record revenue and record profitability for our aviation segment. The record aviation revenue and record profitability were driven by balanced performance. Contributions from solid program execution on existing distribution awards, the scaling of new awards, expansion of MRO capabilities, the new OEM license manufacturing program, and contributions from both the DESSER aerospace and turbine controls acquisition supported these results. During the quarter, fleet segment revenue declined 9%, driven by a decline in revenue from the United States Postal Service as they implement a new fleet management information system, resulting in a temporary slowdown in maintenance related activities and parts usage. To date, 235 facilities have migrated to the new system versus 107 since our last update. The remaining 72 sites are expected to be transitioned by the end of the third quarter. The negative USPS performance was partially offset by increased sales volume from e-commerce customers and fulfillment partners, supported by continued discipline volume expansion at our Memphis distribution center and expanded product offerings supporting new and existing customers within our commercial fleet sales channel. With that, I will now turn the call over to Tarang to discuss the details of our financial performance.

Thank you, John. Let's turn to slides five and six of the conference call materials where I'll provide an overview of the second quarter financial performance. VSE generated $266 million of revenue in the quarter, an increase of 30% led by a 55% increase in aviation revenue, partially offset by a 9% decline in fleet revenue. Adjusted EBITDA of $31 million increased 18% or $5 million compared to the second quarter of 2023. Aviation drove this growth of $12 million compared to the prior year's period. This was partially offset by a $6 million decline in fleet. Adjusted net income increased 5% to $11 million, and adjusted diluted earnings per share declined 22% to 64 cents per share. Now turning to slide seven, we'll review our aviation segment's record second quarter results. Aviation segment revenue increased 55% compared to the second quarter of 2023 to a record $193 million. Both distribution and MRO businesses were solid contributors, up 32% and up 112%, respectively, compared to the prior year period. The 32% increase in distribution revenue was driven by strong end market activity and strong execution of existing OEM programs, the ramp of new programs, including our Pratt & Whitney Europe, Middle East, and Africa agreement, and contributions from the DESSER acquisition. The 112% increase in MRO revenue was driven by strong end market activity and the addition of new repair capabilities, market share gains, and improved throughput across our MRO facilities, and contributions from DESSER and PCI acquisitions. Excluding recent acquisitions, aviation segment revenue increased by approximately 14% organically compared to the prior year. Aviation adjusted EBITDA increased by 61% in the quarter to a record $31 million, while adjusted EBITDA margins increased by 70 basis points to 16.1%. The increase in margin was driven by contributions from new and existing distribution programs, MRO market share gains, and our newly launched OEM license manufacturing program, likely offset by lower margins from recent acquisitions. For our aviation segment, we are maintaining full year 2024 revenue growth guidance of 34 to 38% and adjusted EBITDA margin guidance of 15.5 to 16.5%. Now turning to slide eight to discuss second quarter results for the fleet segment. During the second quarter, fleet segment revenue declined 9% to $73 million, driven by lower USPS revenue, partially offset by e-commerce fulfillment and commercial fleet sales growth. Commercial revenue was $46.5 million in the second quarter, an increase of 22% compared to the prior year. Commercial revenue now represents 64% of fleet segment sales compared to 47% in the prior year period. USPS revenue, which is included within our other government channel, declined approximately 37% compared to the second quarter of last year. As previously guided, USPS sales are expected to be down 40 to 45% in the third quarter and down 30 to 35% for the full year. Moving on to fleet profitability, fleet segment adjusted EBITDA decreased 66% to $3 million, driven by the decline in USPS sales volume. Fleet adjusted EBITDA margin was .5% compared to .9% in the prior year. For the full year 2024, we maintain our fleet segment revenue growth range of 0 to 5% compared to the prior year and our adjusted EBITDA margin range of 6 to 8%. We expect both revenue and adjusted EBITDA margins at the low end of the provided ranges. Turning to slide 9, in the second quarter, we used $18 million of operating cash flow, primarily driven by strategic inventory investments supporting new aviation awards. Capital expenditures for the second quarter were $4 million, supporting new facility and equipment for our OEM licensed manufacturing program. Total net debt outstanding at quarter end was $445 million. Pro-forma net leverage, which includes the trailing 12-month results from prior acquisitions, was 3.2 times. We are in a position to further improve net leverage in the second half of the year, driven by stronger free cash flow generation and the optimization of our inventory investments and working capital.

With that, I'll turn it over back to John. Thank you,

Jharang. I would like to conclude our prepared remarks by recapping our 2024 priorities on slide 10. As previously communicated, 2024 is the year of execution. Let's begin with our aviation segment. First, our prior program implementation is on schedule. Our new Hamburg Germany distribution center is now being positioned to support additional product lines in the back half of 2024. Next, the fuel control program launch continues to outpace early expectations, and the Kansas facility expansion supporting this program is expected to be operational by year end. Third, we expect the integration of DESSR to be completed over the next 12 months. Alongside the integration, a new e-commerce site will be launched in the third quarter, supporting both VSC aviation and legacy DESSR customers. And finally, for our TCI acquisition, we are focused on adding additional capacity and increasing our scope with existing engine OEM partners. Moving to our fleet segment, we remain focused on our organic growth and customer diversification strategy and plan to drive commercial growth as we continue to scale our new Memphis distribution and e-commerce fulfillment center. We continue to support legacy and USPS new vehicles while managing the temporary disruption and activity brought on by their new system conversion. Within fleet, we remain committed to scaling our commercial fleet business and managing through the near term and temporary challenges within the USPS. Finally, from a cash flow perspective, we expect to generate solid free cash flow in the second half of the year, improving our net leverage and lowering our debt balance. I would like to conclude by thanking the DSE team for all they do daily to support our stakeholders. We are really building something special here. Operator, we are now ready for the question and answer portion of our call.

Thank you. We will now begin the question and answer session. To ask a question, you may press star then 1 on your touchtone phone. If you're using a speaker phone, please pick up your handset before pressing the keys. To withdraw your question, please press star then 2. At this time, we'll pause momentarily to assemble our roster. Our first question comes from Ken Herbert from RBC Capital Markets. Please go ahead.

Yeah, hi. Good morning. Hey, John. Maybe just to start out, within the aviation segment, the guidance implies, you know, sort of consistent margins at these levels in the back half of the year. Can you just, you've got obviously a lot of activity, a lot of things ideally wrapping up. Can you just walk through the puts and takes as you see the second half sort of aviation margin progression playing out? And if there's any particular risks around, whether it be the integration of some of these acquisitions, obviously the new facilities, the ramp, anything else?

Yeah, I mean, I think, you know, we posted a really strong operating margin in the first quarter and then the guidance has been slightly lower. We've got a bit of a mix with the acquisitions. We have TCI, which is not a lower, not a low margin business, but slightly lower than the 17 plus percent that we posted in the first quarter. We have really significant activities in the desk or acquisition happening starting actually next week. That will, you know, you'll have a little bit of a slowdown for four to six weeks while we get the systems migrated in the U.S. So, you know, and when we continue to ramp, it's all about mix. So, you know, I think we feel comfortable with the guidance that we put out. If TCI was not part of the equation, you know, we would probably be at the higher end of that guidance with TCI and I think, you know, the mid-range of the guidance is where we expect to be at this point. Michael or Terang, any other puts and takes you think of?

Yeah, I'll just reiterate that, you know, the TCI margin is diluted, so that'll certainly have an impact on the variability towards the back half of the year. And right now, we're just holding the plan. I mean, we've owned TCI for less than a quarter and so we'll update the guidance when we think it's appropriate.

Perfect. And coming out of the air show, you know, a lot of commentary on maybe some softness at the lower end in terms of some of the airlines and their capacity growth or capacity reductions. Are you seeing any change in your airline customers on either spare parts purchasing or sort of MRO spend as a result of maybe some slowing with low-cost carriers?

We aren't yet. I mean, you know I tend to be on the more conservative side of the market outlooks, but we have not seen any changes in demand. And they don't. Our activity at Farmboro really centered around meetings with large OEMs and working with them in our model is very OEM-centric and there continues to be a lot of very robust opportunities in terms of work that could be, you know, offloaded to us, back shop work for MROs, different distribution opportunities. But as of today, we're not seeing any impact or any change.

Okay, perfect. And just finally, free cash in the second half. Can you provide any more specifics on sort of how much you expect to generate or where we should think about sort of free cash for the full year?

I mean, certainly we expect to generate free strong cash flow in the second half of the year. I mean, our cash for the year has been impacted by the sale of FDS and the divestiture related costs and also the fleet's revenue declines. Then we've got new program executions in the first half of the year. I'd say we're on track to just generate free cash flow and certainly anticipate that in the back half.

Great.

I'll pass it back there. Thank you.

The next question comes from Michael Caramoli from Truist. Please go ahead.

Hey, good morning, guys. Thanks for taking the question. Just maybe to pick right up on that cash, is that cash positive second half or you guys think you could be cash positive for the full year?

I think cash positive second half. Yeah, good question. Second half.

And Mike, more so in the fourth quarter versus the third quarter. I would expect, you know, free cash flow generation third quarter and then more prominent in the fourth quarter.

Okay, perfect. And then, John, I think you said PCI outperforming expectations. I think you originally said 55 to 60 million revenue contribution. Is that still the right bogey for the full year or is that truly coming in, you know, maybe above that high end?

PCI is coming in above the high end and it certainly exceeded expectations for the month that we own them. I mean, if you follow the NQ, you'll see that it's closer to the $23 million mark for the time period, but again, one day for two months. Yeah, it's hard

for us to put a solid forecast after 90 days, but I think, you know, as of right now, we feel that they know at the higher end. I just want to have a little caution because we're still learning. We're actually in Connecticut this week, but it's a lot of learning right now.

Got it, got it. And then, John, you know, I think that, yeah, I always kind of appreciate the conservatism. The reaffirmed aviation guidance, I mean, you know, it's kind of, I guess, at the high end, maybe a slight uptick, but the midpoint or even low end, you know, kind of assumes revenues kind of stall here at this kind of $193 million run rate on a sequential basis. You know, what sort of contemplated, you know, that would make, you know, revenues go down, you know, sequentially in three Q and four Q, you know, knowing just kind of what we've seen with some of the lower end, low cost airlines, but anything to read into on the guide there?

No, I would say it's really important to look at the year over year comps rather than the sequential comps. There is an element of seasonality in the markets. Number one. Number two is, you know, we will have a more conservative third quarter on the dexter side because we're going to go through the system integration, you know, in the U.S. So that starts literally in about 10 days, you know, and you've got six weeks of integration work where you will see an impact in revenue as we integrate, but it's, you know, obviously all for the positive as we, and we'll realize synergies as we get to the back end of the year. But I would say there's nothing to read into it from a quarter over quarter, a year over year perspective. We're still, you know, feel confident in posting growth based on that seasonality.

Okay. Last one for me, just Southwest, they obviously have a lot going on there, a lot of changes. Anything you could say about your current program with them? Does this create more opportunities for you? Less opportunities or just any kind of directional color there?

Yeah, I mean, we have a strong partnership with them. We are managing, you know, all of the 737, 700 teardowns for them, you know, 200 plus aircraft over, I won't define the period because it all depends on when they're able to receive new aircraft. You know, it's a solid program with strong contributions. It, the, I'd say the acceleration of revenue and earnings on that program is more dependent on Boeing's ability to deliver aircraft to them than Southwest itself. So right now it's stable and strong, but we don't anticipate any kind of strong growth based on the current Boeing 737 Max Bill grades.

Got it. Appreciate it. I'll jump back in the queue. Thanks, Gus.

Thanks, Mike.

The next question comes from Louis DePalma from William Blair. Please go ahead.

John Turing and Michael, good morning. Morning, Louis. Aviation organic growth remained solid at 14% and that shows continued market share gains with your view that the BG&A industry growth has decelerated to the low single digits. Are you able to categorize where these market share gains are coming from and what is your view in terms of when the commercial industry growth will start to mirror the BG&A growth?

Yeah, I mean, first with regard to share gains, it's interesting. I'd say we're winning more work from OEM partners as we talk about how to solve problems for them to support them in the aftermarket, whether it's distribution, MRO, or some type of combination between parts and services needs. More of the work is coming from those conversations than it is actually from a battle with competition over, you know, over new business and taking share that way. And we are seeing it quite balanced across both markets. Across business and general aviation and commercial and across both capabilities, MRO and distribution. Your second question specifically was about commercial. Yeah, I'm slowing down because I'm thinking about it. You know, again, I take a more conservative approach. I think we're going to see another year of growth in the market in 2025. I tend to think it's going to be more in that mid single digit range. And I think as you get into 26, 27, you're going to see it start to flatten out. That's just my perspective of it, which is slightly lower than what you see in kind of larger, more macro market, you know, communications.

And for these, for the 14% organic growth, it's a very sizable spread relative to industry growth. Do you have confidence that you can maintain that spread?

You know, I mean, I won't say every quarter is going to look exactly the same in terms of organic growth. You know, we've, it depends on how programs ramp as well. So, you know, we'll continue to give as much clarity and guidance as possible as we win new business. And, you know, I think you see the transparency that we deploy in terms of winning new business, you know, if there's any upfront cost to execute on the business and then when that revenue and earnings will start to flow through the P&L. So, it's hard to just give, you know, a generic answer because each program does, you know, execute and implement differently.

That makes sense. And one more, at your analyst day, John and Turing, you forecast for 100 basis points of aviation margin expansion in 2025 relative to 2024. And is that still a viable target as the utilization of the Hamburg facility increases and as you gain the efficiencies of the fuel control asset?

Yes. I mean, it's really three factors. It's the Honeywell fuel control and the kind of higher inventory that we, you know, had initially the burn down of that as we bring on inventory where we're the manufacturer at a lower cost and that margin pick up there. The second is as we continue to grow the business, we're leveraging our operational costs and kind of the platform that we built. So, the SG&A is a percentage of sales decline will provide some margin opportunity. And the third is, you know, we're starting to, you know, we've got some integration activities happening in the back end of the year and through 2025. And there are synergies involved with those integration activities which provide a little bit of margin uplift.

Sounds good. And one more, of the USPS sites that have transitioned to the new IT system, have the volumes recovered back to where they were prior to the transition?

No. So, the first few sites that went live, went live in the first quarter. We have seen those bottom out and we've seen the recovery start to happen. But they have not, there are no sites that have gone live that are, that are at pre-go live revenue run rates at this point. And that's why we have given kind of that V-shaped guidance in terms of postal, where we anticipate the remainder of the sites going live this quarter. And really the bottom of, you'll see a decline in revenue and earnings this quarter. And then you'll see a slow uptick in the fourth quarter and going into 2025.

Sounds good. Awesome. Thanks, John. Turn on the mic.

Thanks, Willie. Appreciate it. Thank you. The next question comes from Jeff Van Cinderin from B Riley. Please go ahead.

Morning, Jeff.

Hi. Good morning, everyone.

So, we realize it's early on PCI, but wanted to see if we could circle back to that just for a minute. Do you think there's margin expansion potential there as you grow it based on what you're seeing so far?

Yes. I mean, there, there, you know, each, each deal kind of has a different financial model. Some deals are, we fully integrate and the synergies come from cost takeout. Our, that is not the situation with TCI. TCI is about how do we expand and grow the business because we see a tremendous amount of market potential and then where we have, I'd say on the product or service margin level, where we have opportunities to expand margins there. You know, our approach is typically first 90 days, watch, learn, especially if this is an A asset, make sure we feel comfortable before we put any plans in place. And, you know, and you'll see us start to focus much more on growth and capacity expansion plans in the back end of the year and into 2025. And as we bring on new programs, you know, we'll be in a position to talk more about margin expansion.

Okay. Fair enough. And then on DeSR, sounds like you're focused on the, the near term system integration you're about to execute. What are kind of the next key things remaining to complete the integration of DeSR over the next year?

Yeah, I mean, DeSR is a complicated integration because it was a non-integrated business. So you have, you know, two MRO shops that are operating under separate systems and separate, you know, kind of legal entities. And then you have, I think, three distribution businesses that were all operating somewhat independently. So we're bringing those together. And there are, it's almost like five mini integrations. Coupled with that, there's more commoditized products in their mix, which is a good thing. It's a lot of touch points with customers. And we've, you know, we're enhancing our e-commerce site and taking a new e-commerce site live in the third and fourth quarter of this year. So what you'll see is the US distribution integration happen throughout the remainder of this year and then as we get into next year, it'll be MRO systems and processes integration. We've already done the HR stuff, payroll benefits, organizational integration. So now it's all about systems and how we go to market.

Okay, great. And then if I could just squeeze in one more, just any more color you can give us on what you're seeing in the Honeywell business?

Yeah, I mean, it's scaling exactly or better than anticipated. And, you know, we still feel we've given pretty robust, you know, guidance around that, including margin expansion in 2025 and still feel very confident in our ability to deliver on the, you know, the performance that we've already communicated.

Okay,

great.

Thanks for taking my questions. I'll take the rest offline.

Thank you. The next question comes from Josh Sullivan from Benchmark. Please go ahead.

Hey, good morning.

Morning, John.

As far as the post office changeover, you know, if you look back historically when the USPS went through a similar or similar actions, what metrics, you know, is that tracking to your historical experience versus this cycle?

It's a good question.

And, you know, I want to be very cautious because we feel very comfortable in our guidance. And I would say at this point, we don't see any additional opportunity above the guidance. But what is tracking similar? I think the difference in what we saw in the past is we did see pent up demand and that pent up demand kind of released at a certain point. We haven't seen that yet. So other than that, kind of the V-shaped kind of decline and then recovery we are seeing. And we just don't see, you know, at this point, we're not seeing any kind of indication that pent up demand will yield any revenue above that in 2024, could be in 2025, potentially we'll deal with that. But for right now, no.

And then now that you've had a deeper look at TCI, I understand it's not too deep, just a couple of weeks, but you mentioned the capacity expansion has been a focus. You know, how should we think of those investments versus any certification timelines? And then what's been the inbound from Engine OEMs since you took ownership?

Yeah, I mean, I'll start with the second question first. I mean, it's such an outstanding business with such strong OEM centric relationships in terms of backshop work as they're doing their own full maintenance, repair and overhaul on a commercial engine or a military engine. We've seen a tremendous amount of interest from our OEM partners in how we scale and grow capacity to support additional backshop work. You know, we as a public company, you provide a lot of stability to large OEMs that are looking, you know, not just one year out, but three and five years and sometimes even longer out. So the conversations and kind of our activity at the Farm Bureau Airshow were very much centered around these OEM relationships with regard to capacity. You know, I'd say we're just at the you know, we have there is there are some quick capacity expansion we can do within our capability, our capabilities we have today. I'd say as far as the next step of growth of these OEMs, we have to determine what that looks like. And then is it is it a new capability or an adjacent capability or not? I'd say we're not there yet to be able to say how quick I can turn that those ideas into revenue and earnings. Give me another quarter or two.

Got it. And then just one last one on DESSER. You talked about a core competency in acquisition integration. Can you just expand on that? And then, you know, the e-commerce website, is that a new approach to this market in a way your commercial fleet e-commerce approach was?

Yeah, I mean, for us, it is, you know, our you know, I've been with the business for five years now and our approach initially was almost -e-commerce, which I know sounds counterintuitive to what's happening in most markets. But we wanted to build a lot of touch points inside the customer base. We wanted to accelerate and differentiate in terms of our service capabilities and differentiate in certain terms of how technical our sales teams are, how much we know and understand the product. We're now at a place where those kind of we built that level of stabilization, where, you know, we believe the next way to grow and support these customers is with a semi-customized e-commerce site that's designed around the products and services that we support. So excited to get that site launched. I'll share with you the website once it's launched. You can kind of get a feel for it and what's the same of other sites and kind of where we're different. But as we add more commoditized product, remember about 85 plus percent of our product is exclusive. But as we have more commoditized product, that also gives us another opportunity to expand that sales channel.

Great. Thank you for the time. Thank

you. Again, if you have a question, please press star then one. And our next question comes from Bert Subin from Stiefel. Please go ahead.

Hey, guys. Good morning. Sahaj here.

Oh, morning.

I guess maybe jumping off of Louis' questioning a little earlier on the 10 to 13 percent targets from your investor day. You know, the 14 percent that you're at now, do you see that incrementally getting better or do you think it's just sustained from here?

I think near term it's sustained as we get into 2025 and, you know, we give a, you know, kind of guidance and outlook. And I've got a feeling of how the new programs that we have won are going to be implemented and executed. We can give you a little bit more clarity on that. Every program is kind of different. It's like a distribution program. It depends. Is there inventory in the market and kind of how does that program roll out? We want some new OEM authorized MRO work. You know, how long do those transitions take? Because you've got to get fully authorized by, you know, the OEMs and sometimes get testing equipment on board. So as we kind of are able to layer in new program by new program, I'll give a little bit more clarity to see if we can accelerate that. But at this point, I'd say the guidance is around what we've been able to do thus far.

Yeah, I know that's helpful. Thanks, John. Remember,

we're starting to lap, you know, pretty significant comps as well.

Correct. Yeah. And I guess, you know, you've mentioned the distro deals. You've won, I mean, I think just just over a billion or at least publicly announced just over a billion over since twenty three. How have those been ramping? How should those be ramping maybe over the next 12 to 18 months? You know, and maybe. But well, I was just going to add on, like, how does that, you know, I realize that that's not all new work. Some of that is expansion. Some of that is renewed work. But, you know, between your aftermarket OEM split on those as well, if we if we do foresee weaker aftermarket, how does that affect your your ramp or your margins for that matter, considering operating leverage or whatever other levers come in there?

Yeah, I mean, from a ramping perspective, some of the programs are fully ramped. Some of the programs are kind of half ramped. As we get to the back end of this year, most of what we have announced, but even by, let's say, first quarter of twenty five should be relatively fully ramped. I think that from a margin perspective, the Honeywell fuel control program, which is not solely a distribution program, will ramp throughout twenty twenty five. But other than that, most of it should be fully ramped by the first quarter. With regard to mix, you know, we're essentially ninety nine percent aftermarket supporting commercial and business and general aviation. So, you know, we continue to watch demand in those markets. And again, most of our product is exclusive and it's more on the expensive side of the product. So you're not seeing there's not a ton of inventory in the market on most of the product that we're selling our commoditized products. It's a different story. But for our exclusive products, you know, it's a pretty tight market in terms of how much inventory is at airlines or at kind of MROs or FBOs. So we feel like we have a pretty good control over kind of working capital and inventory spent.

And the one thing I'd add is our guys built into the built in the mix in ramp dynamics that John just mentioned. OK.

OK, helpful. And then maybe just on inventory as well, you know, you're sitting on, let's say, like five hundred and thirty two million in inventory. How much of that is attributed to the lower margin Honeywell fuel systems? And, you know, what you've talked about, the burn rate, you're talking about the ramp into twenty five. Like, what's your burn rate on that and how are you looking at replenishing that into into twenty five? I guess

the

second part to that, your DSOs are sitting also, you know, historically high levels over the last two quarters. Is that the main reason or is there anything else driving that?

So I'll take just to cover your Honeywell inventory question. Certainly we are on track and burning at the rate that we previously noted. I mean, we had about a year's worth of inventory. I think that's what we built out. And that ramp is continuing. And as the burn down happens, we'll then move on to building up inventory under the new agreement. As far as the DSOs and the impact of inventory on the second piece, you know, that that again is a mix between us ramping up new programs as we're launching new programs in Europe and also the impact of the fleet revenue decline as well. So that's certainly creating a bit of a challenge right now. But again, as John mentioned, we've got the the pathway and the recovery that we anticipate for USPS coming in the back half of the year.

With regard to Honeywell fuel control, I mean, we don't, you know, specifically model out or share the how much inventory we have for each program. But we plan to be in a position through no later than by the end of 2025 for kind of the higher cost inventory to have been kind of utilized and the lower cost inventory to be replenished. So it's, you know, in our modeling in totality, it was like an 18 month I mean, a 24 month, you know, kind of kind of burned down and kind of build up a new inventory. If we have a chance to accelerate that, that it won't take the full year. It just depends on the demand profile of 2025. OK, maybe maybe

just one last one and I'll jump back into here. But, you know, jumping back to the started started jump around here, but jumping back to the distribution deal commentary, if you win a deal like the Pratt and Whitney deal where it's essentially a geographic expansion and, you know, you have your your Germany facility as well going on, does that or should that then drive margins just through sort of the operating leverage that you were mentioning earlier?

Yes, so it's a great question. So, you know, I've been here for, like I said, about five years or so. When you look at the business like kind of covid time period, which is kind of when Ben, who runs the business and I kind of arrived, you know, you're looking at one hundred and twenty million dollar aviation business, the platform and the infrastructure, you know, does not support, you know, a two billion dollar business. So we have built out that platform and infrastructure. So does it mean that I don't have to add any cost or any, you know, or, you know, any CapEx as we grow? No. But for the most part, there's a tremendous opportunity to scale and leverage facilities, teams, processes, systems so that on a total basis, you'll see the contribution margin of those programs higher than, you know, than they were historically and an opportunity to lower that as a percentage of sales and expand margins in totality. I say that's a generalized statement. If there's something different because it's a very unique program, we'll kind of model it out and share that at that point. But

you're looking at the right way. Thanks, guys. Thank you.

This concludes our question and answer session. I would like to turn the conference back over to John Cuomo for any closing remarks.

Yeah, thank you for joining our second quarter conference call. Appreciate the continued confidence in BSE, and we look forward to speaking with you in late October after our third quarter. Thank you and have a great day.

The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.