TopBuild Corp.

Greetings and welcome to the Top Builds fourth quarter and year-end 2023 conference call. At this time, all participants are in a listen-only mode. A brief question and answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, Tapasazane Vice President, Investor Relations. Thank you, Tabitha. You may begin.

Thank you, and good morning. On the call today are Robert Buck, President and Chief Executive Officer, and Rob Coons, Chief Financial Officer. We have posted senior management's formal remarks and a PowerPoint presentation that summarizes our comments on our website at topbill.com. Many of our remarks will include forward-looking statements which are subject to known and unknown risks and uncertainties, including those set forth in this morning's press release as well as in the company's filings with the SEC. The company assumes no obligation to update or supplement forward-looking statements that become untrue because of subsequent events. Please note that some of the financial measures to be discussed on this call will be on a non-GAAP basis. The non-GAAP measures are not intended to be considered in isolation or as a substitute for results prepared in accordance with GAAP. We have provided a reconciliation of these financial measures to the most comparable GAAP measures in a table included in today's press release and in our fourth quarter presentation, which can also be found on our website. I will now turn the call over to Robert Buck.

Good morning. We're glad you could join us today. I'd like to begin by thanking all of our top-billed installation, and special distribution teams for their hard work and unrelenting focus on working safely, servicing our customers, and continuing to push for operational excellence every day. We accomplished a lot this past year for our stakeholders, and I'm proud to be part of this talented and very results-driven team. Before reviewing our fourth quarter and year-end results, I want to update you on our SPI transaction. As a reminder, SPI is a specialty distributor and custom fabricator of mechanical insulation and a specialty distributor of building insulation to the three end markets we serve, mechanical, commercial building, and residential. We're in the process of responding to a second request for information from the Antitrust Division of the Department of Justice. In today's environment, these requests have become more common, resulting in a lengthier process. We are complying with their information request and addressing their questions. Now, turning to our financial results, we finished 2023 with a strong fourth quarter, completing another outstanding year for Top Build. For the full year, gross and adjusted EBITDA margins expanded 120 basis points and 140 basis points, respectively, to 30.9% and 20.2%. Our diversified business model and focus on driving operational efficiency led to the successful execution of our overall strategy. We once again delivered on our objectives of achieving profitable growth and outperforming in any operating environment. 2023 was markedly better than we had originally anticipated. When we first issued guidance 12 months ago, we were facing declining single family starts, steady interest rate hikes, and the possibility of a slowing economy. Despite these headwinds, top bills showed positive growth from the outset. exceeding the high end of our initial sales and adjusted EBITDA guidance. There are many factors driving these outstanding results. I'm extremely proud of our installation segment leadership who targeted multiple avenues for growth, successfully expanding our multifamily and commercial business to offset the decline in single-family construction. For the full year and on a same-branch basis, we grew our multifamily business by over 50% and our commercial business by over 11%. This strong growth more than offset the low single-digit decline of our single-family sales. At our special distribution segment, we saw commercial and industrial sales grow 6.3% in the fourth quarter and 4.6% for the year. This revenue includes maintenance and repair work on many commercial and industrial sites, driving ongoing stable revenue. Today, maintenance and repair work accounts for approximately 25% of specialty distribution's revenue. In both business segments, our proprietary lead app tool is providing qualified leads to help our local businesses drive commercial and industrial organic growth. This is a great example of our innovative approach enhancing the sales process. In 2023, we continue to spearhead initiatives to increase labor productivity. Even small improvements leveraged across our installer base of over 8,000 will deliver significant savings to our bottom line. Our common ERP system enables us to easily track productivity and identify future opportunities to drive operational efficiency. This continued focus on improved labor productivity is a distinct advantage for Top Build as labor constraints persist across the construction industry. Another initiative contributing to our profitable growth last year was the expansion of our Special Operations Team, comprised of seasoned leaders whose sole mission is to drive operational efficiencies and to share best practices throughout Topfield. They're also tasked with focusing on the bottom core trial of our installation and specialty distribution branches. Their goal is to understand why these branches are underperforming and to put into place the necessary changes to improve their growth and profitability. This team helped drive some great and sustainable improvements last year that positively impacted our top and bottom lines. Looking ahead? They've already identified multiple opportunities that will enhance our operating performance and organic growth in 2024 and beyond. We were also successful on the capital allocation front, completing four residential installation acquisitions that are expected to contribute approximately $173 million of annual revenue. This included SRI Holdings and Best Installation, which to date are our third and fourth largest residential installation acquisitions. The other two acquisitions completed last year were Rocky Mountain Insulation and Panhandle Insulation, the latter of which closed in October. These four companies complement our growth strategy and bring experience to installers, great management teams, and strong customer relationships to top build. As always, when we evaluate acquisition opportunities, we look for deals that are creative to our existing footprint and current operations, meet our strategic growth initiatives, leverage our scale advantages in a meaningful way, and are a good culture fit with our organization. Now, let's turn to 2024 and how we see the year unfolding. While Rob will provide more details and clarity on our outlook, you can see we expect another strong year of profitable growth for Top Build, led by outstanding execution, a continuous focus on driving operational improvements, and an eye towards innovation throughout the company. As we said on previous calls, we are bullish on the long-term fundamentals of residential new construction. There remains a shortage of housing inventory and strong pent-up demand. In the near term, we are encouraged by the improvement over the past few months of single family starts and the outlook for interest rates. As a result, we are optimistic single family residential new construction could have more upside as the year progresses, and we believe this will be an important source of organic growth. There is also a strong backlog of multifamily work that should keep us busy throughout the year. On the commercial and industrial front, at both installation and specialty distribution, we expect another year of growth based on our bidding activity and strong backlog. Our two-team branches have worked hard to build relationships with general contractors in their respective markets, and they are fostering these relationships to ensure we continue to win more than our fair share of light and heavy commercial work. We also expect solid performance this year for mechanical installation, including new projects and maintenance and repair work. As I mentioned last quarter, we're in the second phase of our growth strategy and operational improvement initiatives relating to our specialty distribution model. We've identified many cross-selling opportunities and see this as another important driver of organic growth. Looking at material and assuming single-family starts maintain their current trajectory, fiberglass will be tight. We are seeing good price realization from the December-January material cost increase. With upcoming maintenance on a number of production lines, we don't see any significant material capacity improvement this year, even with the addition of the Knopf plant, which is expected to be operational sometime mid-2024. Moving to capital allocation, two months into the quarter, we've already inked three deals. pest control insulation, a special distributor generating approximately $24 million of annual revenue, and two residential installers, Bravo Insulation and Morris Black & Sons, which combined are expected to generate approximately $9 million of annual revenue. Looking ahead, our prospect pipeline is robust, and we intend to stay active on the acquisition front. As always, we'll remain focused on acquiring high-quality residential and commercial installation and specialty distribution companies. All three of our brand markets are highly fragmented and present great opportunities to reinvest our strong free cash flow to drive shareholder value. Operationally, our team is focused on driving organic growth and exceeding customer expectations. We will also continue to implement initiatives and maintain an innovative approach to drive operational efficiencies and improve labor and sales productivity. Energy Coach should continue to strengthen, serving as a tailwind for all areas of our business. Rob?

Thanks, Robert, and good morning, everyone. We are pleased with our strong 2023 performance, and I want to congratulate and thank the entire Top Build team for a job well done. Your hard work to serve our customers and drive operational efficiencies led to another strong year of financial results. Since becoming a public company in 2015, we have grown sales and adjusted EBITDA for eight consecutive years at compounded annual rates of 16% and 33%, respectively. This consistent track record of growth is something we can all be proud of and build upon in 2024 and beyond. Looking at 2023 compared to 2022, we delivered $5.2 billion in revenue, representing growth of 3.7%. We improved gross margin by 120 basis points to 30.9%, and our adjusted EBITDA margin was 20.2%, a 140 basis point improvement. And for the first time in our history, We delivered more than $1 billion in adjusted EBITDA. Turning to the fourth quarter, net sales grew 1.7% to 1.3 billion. On a segment basis, installations net sales grew 3.8% to 790.4 million, as lower single-family volume was more than offset by acquisitions, stronger multifamily and commercial volume, and slightly higher price. Specialty distributions net sales totaled $564.5 million in the fourth quarter, up 0.2%. Lower residential volumes were more than offset by stronger commercial and industrial volumes and pricing. Gross margin for the fourth quarter was 30.4%, representing a 70 basis point improvement compared to prior year. Fourth quarter adjusted EBITDA totaled $251.6 million, An adjusted EBITDA margin was 19.6%, an 80 basis point improvement versus the fourth quarter of 2022. Fourth quarter adjusted EBITDA margin for our installation segment was 21.4%, an improvement of 60 basis points year over year. Specialty distributions adjusted EBITDA margin in the fourth quarter was 17.5%, an improvement of 80 basis points versus last year. Other income and expense totaled 10.5 million in the fourth quarter, a decrease of 4.7 million versus the prior year. For the full year, other income and expense was 53.3 million, down from 55 million in 2022. Higher interest income on deposits more than offset higher interest expense on our variable rate term loan in both the fourth quarter and full year. In the fourth quarter, adjustments to net income totaled $7.4 million, and for the full year, they were $21.6 million, which were largely acquisition related. Fourth quarter adjusted earnings per diluted share of $4.69 represents growth of 6.6% versus the prior year. For the full year, adjusted earnings per diluted share were $19.73, or growth of 15.3% versus 2022. Moving to our balance sheet and cash flows, We are pleased with our 2023 operating cash flow, which increased 71% to $849.4 million compared to $495.8 million in 2022. Higher profitability and significant progress in working capital drove our cash flow improvement versus last year. Working capital was 13.2% of sales versus 15.7% last year. Our teams in the field did a great job reducing our inventory days on hand by eight days from last year. 2023 CapEx totaled $64 million, or about 1.2% of revenue, slightly below our long-term guidance of 1.5% to 2%. Total outstanding debt at year end was approximately $1.4 billion, and we finished the year with leverage of 0.56 times our trailing 12 months adjusted EBITDA, which compares to 1.31 times at the end of 2022. Total liquidity was 1.28 billion, including cash of 848.6 million and availability under our revolver of 436.2 million. Turning to our outlook for 2024, which does not include acquisitions that have not yet closed, revenue is expected to be between 5.36 to 5.56 billion, and we anticipate adjusted EBITDA of $1.04 to $1.13 billion. Breaking down our revenue outlook, total residential sales are expected to grow mid-single digits. The midpoint of our outlook assumes that single family starts remain near current levels for the year. Our multifamily backlog is strong, and we anticipate it will support our sales throughout 2024. On the commercial industrial side, we continue to see healthy bidding activity and have a strong backlog. We also anticipate strong sales from recurring revenue on repair and replacement projects. As a result, we are projecting sales for commercial and industrial to grow mid-single digits. Keep in mind that the project nature of this business can cause lumpiness from quarter to quarter. While we did start the year off a bit slow in January due to weather, we've seen a solid rebound in February. With that, I'll close by expressing my optimism and confidence in our outlook. I'll now turn the call back over to Robert for closing remarks.

I echo Rob's confidence in 2024. We are excited about the year ahead and expect both segments, installation and special distribution, to perform well. Our diversified model and multiple avenues for growth enable us to adapt to any operating environment And our team manages the business with a constant mindset of driving improvements and achieving operational excellence. Before I open it up for questions, I want to let you know this is Tabitha's last call as she retires at the end of March. While Tabitha will be missed, we are very excited to introduce P.I. Aquino, our new Vice President of Investor Relations. P.I. has over 20 years of IR experience, and she's looking forward to getting to know all of you. Operator, we are now ready for questions.

Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star 2 if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment please while we poll for questions. Thank you. Our first question comes from the line of Phil Ning with Jefferies. Please proceed with your question.

Thank you for taking my question, and Tavitha, you'll definitely be missed. I was looking at the press release this morning. I was thinking I wish more management teams had it structured so clean and concise, so you'll definitely be missed. Well, team, congrats on another strong quarter, strong finish to the year, and you're obviously guiding to another strong 2024, but when I think about a more upbeat environment for single family and continued growth in CNI, I'm a little surprised that your EBITDA guidance assumes EBITDA growth decelerates from call it the 2023 level where you're dealing with an air pocket in the single family. So any nuance that you want to call out that a drag that maybe we may not be appreciating out of the gates?

Hey, Phil. Yeah, this is Rob. You know, the main thing to point out there, right, is just that, you know, 2023 was an exceptional year for our team, despite the headwinds we faced, right? If you look at our same branch results for the year, sales were up $88 million. EBITDA was up $95 million. So we had a same branch flow through of 108%, right? So As we talked about back in Q2 and Q3, we definitely had some overperformance in margins around multifamily and commercial work we had done. We talked about around 10 million in Q2 that we called out as kind of one-time overperformance. And then similarly, in Q3, we talked about another 15 million. So I think if you look at our guide on EBITDA, you adjust 2023 for that 25 million. you'll see kind of the midpoint of our guidance. We're at around a 23% flow through. So, you know, right within the range we guide to 22 to 27. And at the high end, you know, we're at a 29% flow through. So I think that's probably the key nuance to point out to folks.

Okay. That's helpful. And you guys talked about how, Robert, you talked about how fiberglass insulation is still quite tight right now. And I believe mineral wool perhaps might be on allocation as well. Can you give us a little perspective on, you know, how that stacks up versus let's say the COVID years when material is super tight? Is this an environment that, you know, will allow you to perhaps support some of the upside in growth in the back half? And for a big guy like yourself with a distribution arm, is that an opportunity for you to take share when perhaps your smaller competitors might be a little more challenged getting access to material?

Yeah, Phil, this is Robert. So, you know, I would say maybe compared to the COVID years, maybe not quite as tight as that because there was a lot of, you know, erratic, if you will, demand and supply back then. This is really, you know, maintenance is driving a lot of this as well as the trajectory here of what we're seeing in single family starts. So, you know, as always, getting back through the years, we'll definitely do our job making sure we get, you know, more than our part of that material. And we're, you know, obviously have constant discussions with our supplier partners around that. You know, as we think about what's happening with the single family starts and especially what's happened the past few months with with that trajectory. I think Rob and I would both say, look, there's price upside here. And you even see some new price announcements even on the spray foam side of the business that's come out recently as well. So we do expect it to be tight, given all that maintenance, given the single family trajectory, which we think there's upside even on the single family side and some good organic growth there. So I think it will stack up well for top build. And to your point about our teams gaining new customers like we did last year around multifamily and commercial especially. If you think about mineral wool and some of the other products that you mentioned there, we think it's going to be a really good environment for top build here in 2024. Okay.

And just to follow on to that, Rob, is that pricing that Robert just mentioned, that could be a source of upside? Is that in the guide or is that something that we could potentially think about if pricing momentum builds?

Yeah, I mean, we've got an assumption for pricing in there. As you know, we don't break it out. But we would say we think, you know, with what we see today, like Robert was seeing, there's potentially upside to the assumption we have in there.

Okay. Thank you. Really appreciate the call, guys.

Thank you.

Thank you. Our next question comes from the line of Mike Rehot with J.P. Morgan. Please proceed with your question.

Hi, thanks. Good morning, everyone, and congrats on the results so far. Thanks, Mike. You know, just wanted to circle back to the EBITDA guidance. And, you know, Rob, appreciate your highlighting the 25 million of unusual profit. You know, we kind of backed that out and got to a growth rate, you know, plus or minus, you know, similar to the underlying sales growth, and you kind of pointed out the incremental margins in that 23% to 29% range, you know, obviously you've been able to consistently exceed your incremental margin guidance or long-term targets over the last several years. You know, is there any reason or is there any difference in the market backdrop as you look out into 2024 that might make you, let's say, a little more conservative relative to prior years where you've been able to exceed that incremental margin guidance. Certainly, we talked about the fact that it's going to be a positive year. Housing starts, supply remaining pretty tight in various respects. So just trying to parse out whether, you know, the guidance here, that incremental margin guidance kind of in line with your long-term, is it simply a function of conservatism, or is there anything that, you know, you see on top of that that might push the incremental margins not to exceed, you know, those targets like you've done in the past?

Right, Mike. Yeah, I'd say, you know, the 22 to 27, you know, folks have asked that question a lot, right? You guys tend to, you know, beat that number. And that's always our goal, right? We're always shooting to do that. When we look at the cost structure of our business and what happens with volume, that's about what we expect to get. But every year, you know, we're working hard with our teams to drive for better than that, right? And we've been very successful. in that we'd rather have that as upside in our guidance, have upside for the things we're going to do to outperform rather than put it in there. So we're going to be shooting to do better than that here in 2024, just like we did in 2023. But like I was saying earlier, I think, you know, last year we really did a great job with it, right, with the 108% same branch EBITDA pull-throughs. And I think, you know, we've got to be a little realistic about those numbers moving forward.

Yeah, Mike, this is Robert. I think, you know, as Rob mentioned, on the high end, you know, we're at that 29%. And I think the hallmark of our company has been known for, you know, the execution piece, to Rob's point is, and how we continually performed in changing environments. And I think, you know, we're pretty well known for that and pretty well known for, you know, pushing the achievement level of the company and our teams.

Okay. No, no, I appreciate that. So basically, though, no real difference in the backdrop that, you know, is causing it other than, you know, again, you shoot for better, but, you know, these are still your long-term targets. Is that fair? Correct.

I'd say, I mean, actually going into this year, there's probably more you know, upside than in most years, right? I mean, I think there's certainly a lot more optimism around there, around where things are going with starts. We've talked a little bit about, you know, the material being tight and the pricing environment. So I'd say, you know, compared to most years when we were sitting here at this time, there's probably more upside than usual.

Great. Appreciate that. And I guess secondly, you know, appreciate the update on SPI. You kind of mentioned that you were asked for some additional information. Certainly, a lot of this is out of your hands, but any kind of additional take on that additional request in terms of if it looks anything outside of the ordinary or if it kind of changes your view at all in terms of you know, the timing of a potential close or, you know, if it changes your view on what you would expect that, you know, that this is a deal that should close and, you know, just taking a little longer from an information or process standpoint.

Hey, Mike, this is Robert. I think you said it well there at the end. It's just taking longer. If you take the environment today with the DOJ, I mean, this is part of the normal process today. One, the process is taking longer. One, asking for more information. And if you take the SPI business, there's kind of three distinct businesses there, the mechanical business, the spray foam business, and the metal building business. So they're trying to do their part to understand that. And just given the environment, it's just a longer process. We've responded very timely to what they've asked for. The process is progressing down the path here. So probably, you know, best we can say is things are still under review, but you can kind of get a flavor given the environment.

Great.

Thanks so much.

Thank you.

Thank you. Our next question comes from the line of Ken Zener with Seaport Research Partners. Please proceed with your question.

Morning, everybody. Morning again. More upside than usual. I think that says a lot. Here's my question for you guys. October rates were high mortgage rates. They fell into December. They've rallied a bit since. Can you discuss the bidding cadence that you're seeing from your customers in terms of aspects like the labor, right, such as material that's limited labor, how they were thinking about cycle times as you guys were having those communications with each other, you know, and then any commentary around the larger builders versus the smaller builders giving perhaps financing constraints. That was my first question.

Yeah, Ken, this is Robert. So, you know, I'd say the builders are, especially if you think about the big builders, the production builders, definitely optimistic. Matter of fact, it's kind of a good week. The builder show's going on in Vegas, so we've had a lot of meetings with builders. I'd say they're definitely optimistic, and I think given the fluctuation of rates, they still are, given what's happening. I think you've got some of the smaller custom builders that are kind of waiting for that rates to drop some. I think that happens. You hear that optimism in their voice as well. So relative to bidding, You know, good bidding activity to start off the spring selling season, which, as you know, starts the end of January. And I'd say very productive conversations with the big builders and what they're planning for this year and what it means from a top build perspective.

Okay. And then the second line of questioning is a bit more about your future structure or how it might be changing. I think you said that. maintenance repairs about 25% today at SDI. And obviously I think that's poised to increase. Can you talk to how MRO is contributing to the stability of your business, the margins, the incrementals that you are delivering? I mean, how has that just kind of refreshed us ahead of perhaps this acquisition, you know, how that's affected your business versus just having a more cyclical residential piece, please.

Thank you. Sure. So this is Robert again. So yeah, the 25% is our current distribution business. And so I'll give you a few examples. If you think about the MRO side from the commercial industrial, you know, those are kind of like annuities, if you will. There are certain regulations, there are certain environmental type of things that happen given the extreme conditions of some of those environments and insulation where that, you know, there's constant repair and replacement of those parts, whether it be or even some of the jacketing of materials that go on those very extreme conditions or extreme temperature type of environments and stuff. Or you can also think about food and beverage, if you will. There can be some codes and regulations that require that to change. It is a regular cycle. There is some kind of repair type of things that happen on the spur of the moment, and there's also some contracts that are longer term that go for that repair and maintenance work that happens there. And then if you just think about our standard distribution business, think about all the insulation-related products that we supply, safety products that we supply, gloves, glasses, those types of things that are constantly reoccurring as well. So it's a real stabilizing environment for that 25% of our business as long as we keep up the great service which we're known for and we're able to service on the spur of the moment, which our teams do a great job in the field. That's why we focus on that recurring piece of the business. We think it's important. We continue to be able to grow that. It's something that we always talk about. Thank you.

Thank you. Our next question comes from the line of Trey Grooms with Stevens. Please proceed with your question.

Good morning. This is Noah Murkowsko on for Trey. Thanks for taking my question. Good morning. Good morning. So first, you noted in the prepared remarks, you know, January weather was tough, no surprise. And I think you said February is looking a little bit better. So just any more color you can give us on how the 1Q is shaping up. And, you know, we've still got some time here with March. And I guess if you, you know, think March is going to be normal from a weather perspective is, you know, basically, you know, do you still see volumes down in 1Q or just how are you thinking about that?

Yeah, no, this is Rob. So, you know, as you look at kind of the seasonality of our guidance there, right, I'd say Q1, when you typically look at our quarters, right, the strongest quarters are going to be Q3, Q2, Q4, and then Q1 in that order. So Q1 is the lightest. And then I think as you look, you know, year over year, just because of how, you know, 2023 played out, we came into the year with a strong backlog on the single family side. You know, that softened up as the year went on. We had a really strong commercial quarter in the first quarter of last year. So I would say our first quarter from a comp perspective is probably our toughest. It was our largest quarter of growth in 2023. With that, you know, I think, you know, we'll still be in that slattish to low single digit type growth for Q1. You know, but like we said, January put us behind that a little bit. But what we're seeing in February is we're making up a good part of that. And if things stay good here through March, we should get back to where we expect it to be. Got it.

That's really helpful detail. Shifting gears to maybe a more longer-term question, you'd mentioned, you know, the multifamily continuing to hold in strong. I think, you know, you noted it'll hold up through the balance of the year. But I guess with, you know, the starts that have kind of come in and the sentiment deteriorating there at some point, if you think about, you know, maybe later this year or 2025, when you do see, you know, less multifamily construction, do you think that could free up capacity in the industry so that single family completions could go north of that, you know, 1.1 million that was the prior peak?

Yeah, good morning, this is Robert. So yeah, I think, you know, obviously, When you think about labor or you think about material, if that does happen in 25 to your assumptions there, obviously folks will shift towards the single family side. As you think about even from a revenue perspective, the take per unit on a single family is more than a multi-family, so that's a positive for the business as well. I think you'll see the industry respond accordingly and that next shift will be a positive, obviously.

Yeah, and I just add, you know, I think, I mean, to get to that 1-1 on the single family side, there's a lot of other variables, right? A lot of products, a lot of labor. You know, what we're excited about is, you know, the long term, right? The demand is there. We know there's short supply. So with a tight labor environment, right, we should see growth for years to come here.

Got it. That's all really helpful detail. Thanks for taking my questions and good luck with the rest of the year.

you thank you our next question comes from the line of susan mcclary with goldman sachs please proceed with your question thank you good morning everyone morning my first question

Good morning. My first question is focusing perhaps a bit more on the gross margin specifically. You continue to see some nice expansion there. As you think about the coming year and your comments around pricing on materials and those kinds of elements, can you talk a bit about how you think about the sustainability of the gross margin, the path there, and anything on price cost for the year?

Yeah, Susan, this is Rob. So, you know, from a gross margin perspective, as you said, it was a great year for us in 2023. Now, you know, the $25 million, I've talked about kind of one-time, you know, Q2, Q3 benefits that we saw. That obviously hit in the gross margin line. And, you know, if you look at the year, you know, you can see Q2, Q3, our gross margins jumped up to $32 million. So as we think about 2024, I think we'll be more in that 30 to 31 type range. But like we've said, we're always doing what we can on the productivity side to drive improvements there. And on the price-cost side, we're always managing that as aggressively as we can to maximize the benefit on that side too. Okay.

That's helpful. And then perhaps shifting to the commercial and industrial side of the business, I think you commented that you expect mid-single-digit growth there this year. How much of that is coming from the market versus your own ability to continue to gain share there and outperform on a relative basis?

Yeah, good morning, Susan. It's Robert. So I think if you looked at some of the industry type of numbers, you would see we're above that as you look at our numbers for commercial industrials. So, yeah, I think we continue to – the field teams continue to do a nice job of growing that business. continue to gain traction and penetration with the customers across both commercial and industrial. I think that's been a great story of where our special ops team has focused as well. We talked in the prepared remarks about growing the business top line and bottom line. So our teams have done some really nice work around that commercial industrial and you see it in our performance. And so that's why we're very optimistic in our performance around commercial industrial

uh here in 24 and beyond 24. okay all right thanks for the color and good luck with everything thank you thank you thank you our next question comes from the line of stephen kim with evercore isi please proceed with your question yeah thanks very much guys uh and tabitha good luck with everything it's been a real pleasure thank you i uh yeah i wanted to

My first line of questioning was around productivity and the impact that that could be having on the incremental guide. You talked about overall labor productivity efforts, and you also brought up the work done by your special ops team. So a couple of questions here. How much was generated in 2023 from the special ops team? And you've had this team for a while. Can you describe what the expansion is you're talking about and why the expansion is necessary or good now? versus, you know, in the past. And lastly, just to confirm, my understanding is that you typically don't include expectations for the results from this special ops team in your guidance. You just want to make sure if that's changing or not.

Yep. So I'll take this. This is Rob, Stephen. I'll take the piece around the numbers, and Robert will add some more details around special ops. But, you know, obviously that's a key strategy to our business. It's been a key part of our success for years. To your point, we're not including upside to that in our guidance, so we would say that that should be upside because it's a constant iterative process for us. 2023 was a great year. We don't break out exactly what was tied back to that, but we know when we talk about that same branch performance we had, even when I pull out the $25 million that we're calling one time, our same branch flow through with 80% for the year, right? So it was a really strong performance and a lot of that upside is coming from what this special ops team's doing. Robert can give you a little more details around what the team's doing.

Yes, Steven. So it has been something that we've had. We continue to invest in it. So if you think about our footprint, if you think about opportunities relative to, give me things from labor productivity, sales productivity, logistics, yields on material, those types of things, We just continue to see the ability, and to Rob's point about the pull-through of the same branch, I mean, that comes from all that work we're always doing. I mean, you hear us talk about maybe we keep using these terms, operational efficiency, driving operational improvement, but whenever you say that, that's the action that's happening behind the scenes to continue to drive that, and we see more opportunity. That's the one thing about sitting in our business is that we continue to see more opportunity there. And you always, it doesn't matter what you're looking at in a business, as you know, you always got a bottom quartile. And so our mindset is you're always uplifting that bottom quartile, whether it be products, branches, customers, that type of thing. So it's just a constant cadence of how we run the business.

Yeah, that's encouraging. Appreciate that color. The second question I had related to the SBI acquisition is, We have heard that maybe the metal building installation segment might be part of the holdup here. I was wondering if, you know, when you look at the three businesses that come with SPI, would you be willing to split that business off? And if so, would that have any meaningful impact on your anticipated synergies?

Yes. So, you know, as you think about the business, you're right. There's three parts to it, you know, the mechanical, spray foam, and the MBI. You know, the DOJ's been trying to understand all three. I mean, they're good businesses in the SPI model. So, you know, all the, you know, information and what we're working with them on has been really across the business here of SPI. We really haven't had to consider, you know, that part about the splitting off and stuff. And, you know, you've known us from the big acquisitions in the past. You know, we're good at driving synergies in the different models and stuff. So it wouldn't be, you know, the synergy piece here with the whole business or it's really not a concern of ours. So it's too early to speculate anything, but something we've really not considered given how the process is going forward.

Okay, so that's great. So that's encouraging. Appreciate all the information and best of luck, guys. Thanks.

Thank you. Our next question comes from the line of Keith Hughes with Truist Securities. Please proceed with your question.

Thank you. Two questions. I guess first on the discussion you had on residential and commercial growth in the press release for 24. Is that a unit comment or is that a unit in pricing in this?

Yeah, Keith, this is Rob. That would include price. So it's volume and price in terms of the mid-single-digit growth.

Okay. And second on the SBI deal. This might be kind of hard to answer in one number because they have a couple different businesses, but what would this take your market share from and to if you're able to successfully complete it in that market?

Yeah, I think if we think about the core business of SPI, you know, in the mechanical space, which is the core business of it, it still keeps us in the, you know, double digits in those teams, if you will, like the double digits relative to that.

Okay, great. Thank you very much. Thank you.

Thank you. Our next question comes from the line of Joe Alsmeyer with Deutsche Bank. Please proceed with your question.

Hey, everybody. Good morning, and congrats on the strong finish to the year. Thanks, Joe. And, Tabitha, also, congratulations to you, and you will be missed. Thank you. Yeah, if I could just... dig in a little more on not exactly SPI, but what it could look like if you don't close it. Obviously that is allocable capital, even if it's not cash on the balance sheet today. So, and you're also going to generate a lot of cash in the year ahead and beyond that. So if you could maybe just talk about your thoughts around increasing the buybacks over time, especially as your, your pipeline of targets will probably increase. shrink throughout time, right? So is there a way to think about how capital might shift more to buybacks versus the acquisition deployment?

Yeah, Joe, this is Rob. So from a capital allocation standpoint, I'd say nothing's changed with our strategy there. M&A's priority one in terms of where we see the best returns. So we're going to continue to deploy capital there. But just like we've said in the past, that's going to be lumpy, and we're going to stay disciplined in our process there. So we always do look at buyback opportunities, trying to be opportunistic there, and weighing it with the pipeline and the deals we have coming. So I think you'll see us doing buybacks again at some point as well, but we're also going to stay aggressive on the M&A front.

Yeah, I would say, you know, adding to that, I would just say definitely a healthy pipeline. You know, acquisitions, you saw what we did in 23, and then, you know, we've already got three deals that are signed up for 2024 here early on. So a lot of good activity, still very fragmented, a lot of players out there.

Okay. You know, I think oftentimes investors think about this business in terms of the large production builders, but maybe if you could talk to the smaller portion of your business that, you know, goes into R&R or even teardown construction with some of the more custom builders. Just anything you're seeing on that front, you know, as we think about, you know, that being part of the solution to solving the underbuilt, you know, construct that we've got.

Yes, so relative to the R&R, the rebuild, I mean, I definitely think there's a lot of teardowns in the U.S., which constitutes a new start. But relative to the repair model, that's something our service partners business does a great job of getting after that. That's probably the smaller contractor that's doing that work. So that's really the targeted customer. And, you know, we do see, you know, upside and out, whether it be relative to what you're talking about, but then also just relative to some normal repair and maintenance that happens that we see with our smaller contractor customers on the service partner side. So we do see that, and that team does a nice job of servicing those customers.

All right, thanks for the time.

Thank you. Our next question comes from the line of Ray Jadroskic with Bank of America. Please proceed with your question.

Hi, good morning. Thanks for taking my questions. And Tabitha, congratulations. You'll definitely be missed.

Thank you.

So the first thing I wanted to ask is just, You mentioned that installation is still tight for material right now, but you do have Kanoff coming on later this year. In that environment, in a year where you have new capacity coming on, how historically has that impacted your business and your allocation relative to your competitors? Is there an opportunity to take market share with new capacity coming on?

So, Robert, so a couple of things there. So, yeah, you're right, new capacity coming on mid-year. Now, it will take some time to get the lines up and going there. So, although that starts up mid-year, you're probably thinking more about later in the third quarter, you know, running capacity there. And then, as we mentioned, there's a lot of maintenance happening in the industry this year. So, it doesn't really have a capacity impact here in 2024. And then, to your point about, you know, From a top build perspective, if you think about when that plant was announced, which I'm going to say was probably back in 2022, we stated there that we worked with the management team with Knopf about how they were planning capacity and planning that operation and stuff. They're definitely a good partner with us, and we're definitely partnering with them relative to bringing up their new plant there in McGregor, Texas.

Just to follow up on that, do you have either commitments or contracts or anything specific around that when there's new capacity coming on that the manufacturer will arrange with you ahead of time?

We'll definitely do some advanced planning with them. That's probably the best way to say it.

Got it. Okay. And then the second question is just on your – can you remind us on your multifamily exposure relative to single family? And I know you're commenting that the backlog – sort of stretches through the end of this year. What does that actually mean in terms of like what are you implying or baking into your guidance in terms of multifamily? Is that like flat for the year? Is that down small? What's the quantification?

Yeah, Rafe, this is Rob. So I'd say from a multifamily perspective, I mean, in terms of the market, we're going to be indexed similarly to single family and multifamily as the market goes. So we're somewhat indifferent to either as far as what's in our assumptions for guidance. We've got multifamily essentially from a units perspective, basically flat, right? So we know starts are declining, but with the backlog we have, we feel like we can, from what we insulate perspective, have pretty much a flattish year from a multifamily. side of things. Okay. Thank you.

Thank you. Our next question comes from the line of Adam Gardner with Dieselman & Associates. Please proceed with your question.

Hi. This is Marius for Adam. Good morning. Quick question on antitrust. Given the tension on the SPI deal, do you have any thoughts on what this could mean for your ability to do other large deals in this space?

Yes. As we mentioned, the process is pretty normal today as to what's happening with the DOJ. It's too early to speculate anything there, as we mentioned on a previous question that came up. At the same time, we operate in a very, very fragmented environment here across all three, really residential, commercial, and industrial. We still see as a healthy M&A environment, healthy pipeline out there for the future. M&A is always our first choice, as Rob mentioned earlier. We think about buybacks and the best use of capital here. We're not speculating on anything here. We're just going with the normal process for the DOJ right now and and the progress and the process is progressing.

That's helpful. Thank you. And just another one, can you provide any further details or thoughts on, you know, the split between industrial, heavy commercial and light commercial? Do you expect all of them to sort of be in that mid-single digit growth or do you expect some variation between those three? Thank you.

Yeah, Maurice, this is Rob. So I'd say not too different between the end markets. So as you know, on the install side, about 15% of our business is commercial. It's roughly 50-50 light and heavy commercial. And I'd say we're expecting both sides of that to grow in that mid-single-digit type range this year. And then on the distribution side of the business, the commercial industrial piece is 60% of our business over there. You got, you know, service partners servicing, you know, the commercial building side of things. And then you've got, you know, with DI, we're doing the mechanical insulation side of things. And I'd say across both of those end markets, we're expecting kind of that mid-single-digit growth as well.

Thank you.

Thank you. Our next question comes from the line of Ken Center with Seaport Research Partners. Please proceed with your question.

Thank you so much, guys. Rob, I just wanted you to clarify and expand upon the mid-single digit, both the unit and price, and how that is consistent with the trends we are seeing today with price up, price still tight. Seems like you're looking for actually even more conservative volume gains in residential. Is that correct assumption? Thank you very much. Sorry.

Yeah, so like we said, I mean, the guidance we've given is, you know, it's price and volume in that residential and the commercial industrial number. From a volume perspective, right, we're expecting on the residential side, you know, single family starts to remain kind of at the level they're at today, kind of around a million starts-ish, right? So, you know, any upside to that will be certainly upside to our guide. multifamily like I said we're expecting to be you know flattish given the backlog and so then we've got some you know some so that leads to a to a little bit of volume growth I'd say not you know probably low single digit volume growth when you compare that year over year so then we've got some price layered on top of that and then you know similarly on the commercial industrial side it's you know some of those products I'd say are a little less inflationary on that side so We've got our assumption for price and volume baked into that mid-single digit as well. And like we've said, with the environment like we see it right now, could there be more price increases and more inflation than we're anticipating? That certainly seems probably the more likely scenario. So again, that would be upside to the guidance we've got.

Thank you for your clarification.

No problem.

Thank you. There are no further questions at this time.

Thank you for joining us today. We look forward to talking with you in early May when we'll share our Q1 results. Thank you.

This concludes today's teleconference. You may disconnect your lines at this time. Thank you for your participation.