Clean Harbors, Inc.

Greetings and welcome to the Clean Harbors fourth quarter and full year 2024 financial results 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, Michael McDonald, General Counsel for Clean Harbors. Thank you, sir. You may begin.

Thank you, Christine, and good morning, everyone. With me on today's call are our Co-Chief Executive Officers Eric Gerstewerk and Mike Battles, our EBP and Chief Financial Officer Eric Dugas, and SBP of Invest Relations Jim Buckley. Slides for today's call are posted on our Investor Relations website, and we invite you to follow along. Matters we are discussing today that are not historical facts are considered forward-looking of the Private Securities Litigation Reform Act of 1995. Participants are cautioned not to place undue reliance on these statements, which reflect management's opinions only as of today, February 19, 2025. Information on potential factors and risks that could affect our results is included in our SEC filings. The company undertakes no obligation to revise or publicly release the results of any revision of the statements made today other than through filings made concerning this reporting period. Today's discussion includes references to non-GAP measures. Clean Harvest believes that such information provides an additional measurement in consistent historical comparison of its performance. Reconciliation of these measures to the most directly comparable GAP measures are available in today's news release on our website and in the appendix of today's presentation. Let me turn the call over to Eric Gerstewerk to start. Eric? Thanks, Michael. Good morning, everyone, and thank you for joining us. We continue to execute on our strategic priorities in Q4, delivering strong, consolidated results and beating street expectations. The quarter was highlighted by sustained momentum in our environmental services segment and concluded 2024 as another strong year with consolidated EBITDA growth of 10%. Before we get into the results, let me spotlight our team's outstanding safety performance. We remain laser-focused on safety and continuous improvement in the quarter, which contributed to a total recordable incident rate that enabled us to surpass our 2024 goal. While we're proud of this achievement, we recognize that safety is an ongoing journey. Turning to our financial performance on slide 3, our results were in line with our expectations. As our ES segment capped a record year with a solid fourth quarter, steady demand for ES services allowed us to conclude 2024 with strong waste collection volumes, particularly containerized waste, and a healthy flow of project work, resulting in full year revenue growth of 11% and adjusted EBITDA margins exceeding 25%. SKSS, as expected, faced a challenging commodity pricing environment, with market conditions for base oil and lubricants further deteriorating toward year end. As announced in November, our team took very aggressive actions in our used oil collection pricing to offset the lubricant pricing deterioration. Reflecting the strength of the year overall, we delivered record revenue, adjusted EBITDA, and adjusted free cash flow in 2024. Operationally, we also achieved a number of milestones, including the completion and commercial launch of our Kimball Nebraska Incinerator, the acquisition and integration of HEPACO and Noble Oil, growth in our workforce and improved retention as we lowered turnover by 250 basis points, the launch of our total PFAS solution, initial expansion of our Baltimore Hub, our partnership with Castrol for its more circular offering, and more than 20,000 emergency response events. Turning to our segment's reviews, beginning with ES on slide 4, adjusted EBITDA increased 11% with a 9% increase in revenue, translating to a 50 basis point margin improvement. HEPACO accounted for half of the segment's 103 million revenue increase, with the remainder from organic growth driven by a combination of volume and price. Q4 marked the 11th consecutive quarter of -over-year improvement in the ES segment adjusted EBITDA margin, which has increased by more than 500 basis points when compared with Q4 of 2021. Looking at segment components, field services revenue grew 47%, driven primarily by HEPACO and organic growth. In technical services, higher network volumes and pricing drove an 8% revenue increase. Average pricing in the incinerators rose 4%, while achieving 94% incineration utilization in the quarter. Demand was robust, and our plans ran very efficiently. We are beginning to realize the benefits from investments and process improvements we have made in our network in the recent years. Safety Clean Environmental Services completed another year of steady revenue growth within the segment, generating 6% in Q4. We performed 246,000 parts wash services in the quarter up from a year ago. Other core branch offerings also performed well, particularly containerized waste services. Our industrial services team did a great job driving price improvements and managing their cost structure during the slower fall turnaround season. Turning to slide 5, after completing final inspections and incurring some startup-related costs, our new incinerator in Kendall, Nebraska launched commercial operations in December. We are proud to have successfully completed this multi-year project ahead of our original timeline. Our engineering team did an outstanding job hitting every milestone of this complex project. Kimball's design mirrors the Arkansas incinerator we opened in 2017. The initial shakedown phase for Kimball is underway, and we expect the incinerator to ramp up gradually as we optimize its operations over the next 12 to 18 months. The opening of the incinerator comes at an opportune time for our customers. Kimball's ability to handle more complex waste streams aligns well with the demand environment, which is highlighted by reshoring, infrastructure spending, efforts to regulate PFAS, and the current administration's pro-growth agenda. Kimball increases our overall North American capacity by 12%, presenting solutions for captive incineration customers. We have a proven playbook that we continue to share with our captive customers to evaluate their strategic options, including closure. Before turning the call over to Mike, I want to touch on PFAS, which is a topic we often get asked about. We shared on our Q3 call that we were planning to conduct our next round of testing to meet the EPA's more stringent emission standards for PFAS incineration. That testing took place in November at our Utah facility, with both the EPA and DOD onsite during testing. These tests involve considerable data collection to scientifically prove that PFAS elimination in our incinerators occurs up to 6 nines of destruction, with no emissions concerns. We expect the results of the testing to be available in Q2, and we are confident that the data will continue to support our previous testing results, clearly demonstrating that PFAS can be safely eliminated using our high-temperature, retropermitted incinerators. We appreciate the government's active participation in our latest study. The consensus is building around the need to address these forever chemicals and eliminate their threat to human health. Many industry analysts believe that PFAS remediation and destruction carries the potential of creating a multi-billion dollar marketplace, and we are seeing an ever-increasing pipeline to support that belief. We expect PFAS to remain a priority for the current administration and state regulators. We look forward to keeping you updated on the results of our study once they are finalized. With that, let me turn things over to Mike. Mike? Thank you,

Eric. Good morning, everyone. Turning to our SKSS segment results on slide 6, revenue and evidence decrease year over year in Q4, reflecting soft demand and lower pricing during what is already a seasonably weak tour. These results reflect the ongoing challenges in the base oil and lubricants market. In response to that market softness, we took action on several fronts. In mid-November, we shifted to a charge for oil position. We also idled our California Re-Refinery in Q4 to address our inventory buildup and support our CFO initiative. We believe these actions, along with comprehensive cost-cutting initiatives, will support this business in 2025. In the quarter, we gathered 63 million gallons of waste oil, higher than the prior year, reflecting the addition of noble oil. Due to a November shift in our collection approach, Q4 collection costs were at a CFO average versus a PFO average in Q3. We expect to continue to increase our price to collect used motor oil in 2025. Our goal is always to balance the feedstock levels our Re-Refineries need with collecting oil at the best possible price. In addition to aggressively moving to CFO and reducing oil collection costs in light of base oil pricing, our strategies to minimize volatility in this business include selling more blended gallons, producing Group 3, and capitalizing on our partnerships that leverage our low carbon footprint products like we have with BP Castrol. Our blended volumes in the quarter came in as expected at 20% of total volumes sold. Our Group 3 program has moved forward, and we expect to increase Group 3 production this year. Our Castrol partnership generates its first major fleet customer for their more circular offering toward year end. Their sales and marketing rollout continues, and we're excited to see the potential of this partnership get realized with more large fleets. Turning to capital allocation on slide 7, we end of the year with a healthy cash balance and low leverage that will enable us to execute the overall Clean Harvest Growth Strategy. We continue to look for opportunities, whether those are internal or external, to generate the best returns on our shareholders' capital. Internally, we continue to see opportunities to invest within multiple parts of the company. Eric detailed our success with Launching Kimball, which is a $200 million plus project that will pay an attractive return for decades. We have smaller lucrative opportunities as well. In 2024, we allocated approximately $20 million of capital to the expansion of our Baltimore location. In 2025, we intend to replicate that success through another similar growth project by expanding our presence in Phoenix in response to rapid market growth in the southwest region, particularly in the semiconductor market. We are purchasing and upgrading a site that will have comprehensive hazardous waste collection and service capabilities and an estimated cost of $15 million. We remain very active in the M&A front, evaluating potential acquisition candidates that will support our growth plans while enabling us to capture synergies and drive additional volumes into our network. The pipeline is as active as ever. We intend to execute a share buyback plan to at least maintain a flat share count and be opportunistic with large purchases when conditions are ideal, just as we have for the past decade. In conclusion, we enter the first quarter of 2025 in great shape. We expect another year of consistent profitable growth led by our ES segment. We are bullish about our prospects this year as demand for our services remains strong, with multiple tailwinds supporting us from reshoring to infrastructure investments to PFAS to potential captive closures. We continue to have a healthy waste backlog and a robust pipeline of remediation and waste projects. A commercial ramp-up of our Kimball incinerators is underway. The outlook for field services is positive given the early returns on HEPA-Cal and the growing need of our skilled workforce and ER capabilities. We anticipate a recovery in industrial services this year after a challenging 2024 and fully expect our SK environmental services to continue to achieve record waste collection to support our network. In 2025, Clean Harbor celebrates its 45th anniversary. Our commitment to our core values has never been stronger. We believe that we have the ideal growth strategies in place to deliver an outstanding financial performance in 2025, including record adjusted dividend and cash flows. In addition, we anticipate continued margin improvement based on our pricing, cost mitigation plans, and productivity initiatives. With that, let me turn it over to our CFO, Eric Dutis.

Thank you, Mike, and good morning, everyone. Turning to the income statement on slide nine, our Q4 results exceeded the guidance provided on our last earnings call, led by profitable growth in ES with continued margin expansion in that segment. Demand across our core lines of business remained robust as we concluded the year. Overall, we grew total company revenues in the quarter by more than $90 million, or 7%, and by over $480 million, or 9% for the year. The ES segment led the way with 15% adjusted EBITDA growth for the year, with the associated margin exceeding 25%. Fourth quarter adjusted EBITDA of $257 million was driven by great results in the ES segment, offset by a decline in SKFS and higher corporate costs. This total reflects a $4 million adjustment related to startup costs at the Kimball Incinerator. That were incurred leading up to the launch of its commercial operations in December. Our adjusted EBITDA margin of 18% in Q4 was down year over year, but up 30 basis points for the full year to 19%. This annual improvement speaks to the strength of our ES business, where margins improved 90 basis points for the year by leveraging our overall facilities network, in part from a record level drum waste collected and the significant growth of field services. SG&A expense as a percentage of revenue was .7% in Q4, similar to the full year percentage of 12.6%. These levels were in line with our expectations as the primary factors behind the dollar increase from prior periods were related to M&A activity, increased labor and benefit related costs, and insurance. For full year 2025, we anticipate our SG&A expense as a percentage of revenue to remain in the mid 12% range. Appreciation and amortization in Q4 came in as expected at $105 million and $401 million for the year, up from 2023 due to acquisitions. For 2025, we expect appreciation and amortization in the range of $440 to $450 million. Income from operations in Q4 was $137 million and $670 million for the full year, representing a 9% increase from the full year of 2023. Q4 net income was down versus the same period a year ago while increasing for the full year as we delivered EPS of $7.42 in fiscal 2024. Turning to slide 10 and the balance sheet, cash and short-term marketable securities at year end were $790 million, up $195 million from the end of Q3 and approximately $240 million from the end of Q4. We saw a meaningful decrease in our receivables balance of $127 million in Q4 as we focused on collections related to HEPACO billings that were slowed by a previous system changeover. On our Q3 earnings call, we had lowered our free cash flow estimate for the year in recognition of these challenges. However, cash collections in this area exceeded our expectations down the stretch. Resulting in a strong Q4 free cash flow. I want to thank the team for their great effort in finishing the year strong. Our balance sheet continues to be a source of strength for us. Our net debt to EBITDA ratio at year end was just under two times with no material debt amounts coming due until 2027. We continue to be opportunistic in addressing our interest rates as we did in October when we priced our term loan to generate approximately $2 million in annual interest savings. Our overall interest rate at year end was 5.38%. Starting to cash flows on slide 11, net cash from operating activities in Q4 was $304 million, up $25 million from prior year. CapEx net of disposals was $60 million. Down considerably from prior year and in line with our expectations as we are wrapping up our Kimball spend. As Eric mentioned, the Kimball incinerator was commercially launched in December with total spend on the project of approximately $210 million, including the $75 million that was spent in 2024. For the quarter, adjusted free cash flow was $248 million. Finishing the year at $358 million. These results exceeded expectations based on the working capital improvements I spoke to a moment ago. For 2025, we expect our net CapEx, excluding the Phoenix Growth Project, to be in the range of $345 million to $375 million. During Q4, we bought back more than 101,000 shares of stock for a total of $25 million, bringing our year to date total to $55 million. Moving to guidance on slide 12, based on our Q4 and 2024 results, along with current market conditions for both of our operating segments, we expect 2025 adjusted EBITDA in the range of $1.15 billion to $1.21 billion, with a midpoint of $1.18 billion. Looking at our annual guidance from a quarterly perspective, we expect adjusted EBITDA for Q1 to grow 4% to 6% year over year in our ES segment and B-flat on a consolidated basis. For our whole year of 2025, adjusted EBITDA guidance will translate to our reporting segment as follows. In environmental services, we expect adjusted EBITDA in 2025 at the midpoint of our guidance to increase 5% to 8% from 2024. Overall, demand for our core ES services remains strong and will drive continued growth in 2025. With Kimball ramping up and offering additional capacity, along with macro tailwinds, we expect to introduce more volumes into our facilities network, along with continued expansion in the SK branch and field services businesses, and a return to growth in industrial services. For SKSS, we expect full year 2025 adjusted EBITDA at the midpoint of our guidance to be $140 million. The environment remains challenging as we begin the new year and we remain cautious in our oil pricing assumptions. With Incorporate, at the midpoint of our guide, we now expect negative adjusted EBITDA to be up 3% to 7% compared to 2024. The year over year increase primarily relates to rising expenses in areas such as wages and benefits, insurance, and growth in the business, partly offset by our cost savings initiatives. For adjusted cash flow, the current expectation for 2025 is for a range of $430 to $490 million, or a midpoint of $460 million. As Mike mentioned, we are planning to invest $50 million in a growth project in Phoenix this year. We are going to exclude spend from this long-term growth project from adjusted free cash flow going forward. We believe this will create a more accurate picture of our free cash flow generation as a company. In summary, our growing ES segment delivered an exceptional performance in 2024, capped by a strong fourth quarter. The favorable market dynamics propelling this business position it for greater earnings potential, particularly as we anticipate a high growth U.S. economy in the coming years. The ramp up of our Kimball incinerator is underway, with our remaining network operating at a high capacity. Moreover, the potential for increased volumes related to PFAS destruction are on the horizon as we move into 2025, presenting exciting growth opportunities. The integration of PEPCO has progressed nicely, and we're confident in another solid year for field services. Our SK branch operations continue to deliver profitable growth quarter after quarter, showcasing our operational excellence, and we're optimistic that industrial services will grow in 2025. Overall, we remain encouraged by the trajectory of our company and the market conditions to support and potentially accelerate that profitable growth this year. With that, Christine, please open up the call 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 one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two 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 a line of Tyler Brown with Raymond James. Please proceed with your question.

Hey, good morning. Hey, Tyler. Morning, Tyler. Hey, sorry. I'm a little under the weather here. There have been a number of articles about the California wildfires, maybe a sizable has-waved cleanup effort. I'm just curious if you guys are seeing any incremental opportunities. Is there anything kind of baked into the guidance there?

Yeah, Tyler. This is Eric answering. We're participating actively in helping with the cleanup and the remediation. I'd say, though, that while the wildfires were underway, they did have some typical disruption to our branch collections. We were pleased, however, that none of our operating branches had any effect. Thankfully, our people did not have any effect of their homes, by and large. After that conclusion of getting the fire under control, our teams have done an awesome job in helping with the environmental hazardous waste cleanup of that fire progresses today. How long that's going to go on is really, really unknown at this point, but we continue to support the efforts there. I think it's just in terms of

the guidance, to address your guidance question, Tyler, for Q1, maybe some modest benefits from the work that Eric talked about, but largely kind of a net neutral event, I think, because of the slowdown in that region due to the fires as well. That's how we kind of see Q1, but as Eric said, time will tell in the scope of that work.

Come back on bird flu. I know I've asked about this before, but the culling numbers are really high, particularly in December and into January. I think you participated back in 2015, but are you guys mustering any resources in that effort as well, or could that be an opportunity to at least help?

It could be, Tyler. At this point, we've actively participated in helping to provide assistance. There hasn't been anything that's sizable at this point that we would speak of. Nothing material, Tyler.

Okay. And then, Eric, you mentioned this captive solution now that you've added 12% more capacity to the fleet. So I'm just curious, now that Kimball is online, are you getting any inbounds about possibly filling those burn slots with captive closures? Is there anything material to talk about there?

Yeah, certainly, Tyler. We've talked about a number of times in the past. As you know, all those captive incinerators continue to be our customers. And we have some outstanding relationships there. And as things have evolved, we continue to work actively with some of those captives on helping to evaluate their next steps as things progress with Kimball coming online, but also as they really evaluate their cost structure and what could change in the regulations to affect their air emissions controls. All those types of things are in play in a challenging environment. And so, yeah, we work with them and continue to get closer with a few of them. That opportunity exists there.

Okay, my last one, just real quick, that's helpful, on M&A. So there have been a number of deals, and let's call it the specialty waste space, I think, by both financial and strategic buyers. It seems that multiples have maybe moved up. Just curious if you think you guys will get some M&A across the line this year. Are things a little rich? It sounds like the pipeline's good, but just any more color on that would be helpful. Thank you.

Yeah, Tyler, this is Mike. We remain very active in the market. As you noted, there's a lot of deals out there. We've been very active in participation and looking at those deals. And we remain active. The pipeline is, as I said, in my prepared remarks, as busy as ever. And we're trying to find the right deal that makes sense financially and strategically. And we're going to continue to be active in that marketplace. Prices have gone up, but we think there's real value there. And we'll be an active participant in 2025. Okay.

All right. Thank you, guys. Feel better. Thanks.

Our next question comes from the line of Noah Kay with Oppenheimer. Please proceed with your question.

Good morning, folks. Thanks for taking the questions. We'd just like to start by getting a sense of some of the moving parts for the OneQ guide. Specifically, I think what drives a bit softer ES segment growth versus the full year average. I mean, some of the moving pieces I would think about would be, you get a couple of months of rollover, have to go contribution. I don't think price was too strong. Tech last year, utilization wasn't too high. So is there anything kind of one time or kind of a net headwind to ES to call out that we should be thinking about that maybe improves throughout the year?

Hey, Noah. It's Eric. I'll take this one. Just in looking at kind of our guide for Q1, as I said in my remarks, kind of the ES segment still kind of guiding to about a .5% growth rate here in Q1. You're right. Some big pieces just in there. Another quarter of HEPA-CO with some synergies. So that'll be nice. We are seeing, again, the team has done a great job getting some pricing in here as the calendar turns, particularly in the FK branch business. Our volumes remain strong. So we're still seeing those things and guiding that way into Q1. There was a little bit of slowdown, obviously, from weather and the California fires that Eric alluded to a moment ago. But still seeing core growth in those core lines of business. I'd say on the IS side of things, maybe a little bit of headwind in Q1 here from a large project that we had in IS last year in Q1. So that's driving, like I said, .5% growth rate in ES. FKSS, obviously, pricing headwinds are offsetting that to arrive at kind of a flat guy for Q1. As I project out for the rest of 2025, I think the biggest item there leading to kind of the midpoint of our ES guide at 7% is the introduction of Kimball. That'll begin to ramp up through the year. We are being a little modest there, full year growth, probably, you know, 10 millionish maybe in that range for the year. But that's the big one. And then I'd say the other item that we could see an upside to the guide would be just the level of VR responses. 2024 was a great year in terms of VRs, particularly in FS. And if we can continue to see the high level VRs there, that would be upside.

Very helpful detail. Just on the subject of Kimball, you know, I guess the ramp up of a new facility introduces some unique elements to utilization and price mix. So maybe help us understand kind of how you're thinking about the fleet average and whether or not you're going to sort of break out Kimball separately from kind of typical metrics you report around utilization and price mix.

Yeah, Kimball. Yeah, no, Eric G. here. Just wrapping through some of that. On Kimball, we expect to incinerate over 28,000 incremental tons throughout the course of this year. And as we started off the gates here in January, we began with some really rough weather which impeded our ability to get the tonnage throughput that we expected in January. That being said, the team has done an awesome job of helping to get over some startup issues. And we're really having a great stretch of how we're performing and burning currently and expect to meet our goal of tonnage throughput here in the first course. So that's great. Overall, for the course of the year, as we've mentioned in the past, we expect incremental 8 to 12 million of EBITDA contribution through that incinerator of 28,000 tons. And so excited with how we're progressing right now through the quarter. Over the next few years, we'll continue to ramp up contributing 25 to 35 to 45 million dollars of EBITDA over the next three to four years.

And Noah, just as a point, if you look at it from a quarterly standpoint in Kimball, this is not perfect, but let's say it's not much of a contribution in Q1, then it goes, if you say the midpoint's 10, it's 2 million in Q2, 3 in Q3, and 5 in Q4 as we ramp up the year. Obviously, depending on weather and plant production, there's a lot of variables in that number, but that's kind of directionally. As we thought about the guide for the year and the breakout by quarter for Kimball, and also I want to reiterate, I've said it many times, that Kimball's part of a network, and there's another incinerator right on site. So it's sometimes hard to break that out specifically as to the profitability of each individual plant, but that's kind of how we've done it from a guide standpoint.

Very good, thank you. Maybe just one last one and I'll stick on incineration. I guess, what are you all hearing on the update to the MAC standards? Maybe frame for us a little bit, potential timing, where you think the regulations might go, and to what extent could this be a tailwinded opportunity?

Yeah, no, Eric here again. Certainly, it continues to evolve. We know that the EPA is actively engaged in doing a review of performance of current incinerators, both captive and commercial. And that review will continue on for a while. Obviously, there's some change of administration that affects some of the timing of that, but we know that that's long overdue, and we do expect that that will have an impact on, particularly maybe on the captive area of evaluating some of those incineration in units. With new standards are going to come capital investment, and we know confidently that our units perform exceptionally well. We also know that some of the captive units are old and tired and will need some sort of upgrade. So for that, we think that pertains to opportunity for us in future years. I think it really is going to play itself out over the next three to five years. Implementation, whatever upgrades captives or commercials will need to do, there'll be an implementation schedule that'll take over the next three to five years.

No, the only thing I'd add to that is that these MAG standards are air quality standards, and the current administration has repeated many times, clean air, clean water. And so this is, I think, nothing changes, nothing slows here, I think, with the change in administration, because clearly,

what we're talking about here is air quality standards. Great stuff. Thanks

very much, guys.

Thank you. Thanks,

all. Our next question comes from the line of Larry Solo with CJS Securities. Please proceed with your question.

Great. Good morning, everybody. Good morning. On the environmental services, I know you don't guide to margin. You spoke about margin, as you mentioned, averaging, looks like a little over 100 bits for the last four years. Sounds like a bunch of moving parts in 2025, a little bit of a, I guess, a tailwind still from HEPACO, pricing made a little bit of a benefit, and then there's obviously the ramp of Kimball, maybe a little bit of a negative impact. So how should we think, sort of, what are you incorporating? Is that a little bit of a slowdown in margin expansion this year? You did mention overall margin expansion, so just trying to dissect by segment.

Sure. Sure, Larry. Eric Dugu is here. I'll take that one. And certainly, I mean, I think margin expansion in our environmental services segment has just been a highlight the last few years. I mean, 90 basis points delivered in 2024, more than 100 basis points in 2023. So it's been a great story. Kind of implicit in our guide for 2025, you know, we do continue to have margin expansion, but at a slightly lower level, given the midpoint of our guide. You know, I think the foot and takes that you mentioned a moment ago, Larry, if you're on to the right things, I do think we have a couple of headwinds built into the guide relative to our growing field services business. And really just not being able to perhaps forecast some of the same level of large ER responses that we saw this year and perhaps a little degradation in margin there. And then also, obviously, you know, we're very excited about Kimball, but as that plant ramps up, you know, it won't be as contributory to margins just because the ramp up. So those are a couple of headwinds. If you kind of adjust for those, you're in that, you know, high kind of 60 to 90 basis points of improvement in the rest of the business. So again, you know, great story. We're going to continue to do all the things around pricing, getting leverage from the network, cost cutting, all those things to continue to drive margins in the US.

Gotcha. And just on Kimball, you mentioned start-up costs. You're taking it a little bit slower this time around. I remember to go back and Eldorado, I guess, I think it was 2017. There were a little bit more hiccups than expected. But it feels like lessons learned. I think this is a similar blueprint, but any color there would be great.

Yeah, sure, Larry. As I mentioned in my script, the unit that we just completed and are starting up in Kimball is really a replica of what we built in Eldorado with design improvements. So that is contributing to a smoother start-up here of this unit than what we experienced in the Eldorado unit. The team is really doing a solid job of getting the unit online. It's performing well, as I mentioned earlier, as we go through February here. So really excited about hitting our goals that we've laid out for that unit.

Great. And just last one, if I just follow up on Noah's question, just on the PFAS. So obviously, it sounds like a significant and growing multi-year opportunity. I know you've spoken about bookings growing sequentially double digit, I think quarter over quarter for the last several years. You build in significant actual growth in revenue this year, but we're still kind of in somewhat of a holding pattern until we get more guidance from the EPA and whatnot.

Yeah, Larry, I would say that we did not build in a significant revenue growth associated with PFAS year over year. We do continue to see an active pipeline, a growing pipeline. Our pipeline has been increasing about 20% quarter over quarter. So we have really an active market there. In fact, we just had a nice opportunity of really the first state in the country securing a AFFF collection. So we're seeing activity across the board. And the

prospects that we have are solid, but we did not really include anything very material in our guide. Normal growth rate, Larry, in the model from what we've seen the past two years. And we've made investments, as Eric said, in that business with the total PFAS solution as well as

sales investment.

God, thanks, Mike. Thanks, guys. I appreciate it.

Thanks, Larry. Thanks, Larry.

Our next question comes from the line of David Manthe with Baird. Pleased to see with your question.

Hey, how you guys? Good morning. First question is on SKSS. With the addition of noble and mothballing of Newark, California in 2024, what is the current nameplate base oil re-refining input and output capacity of your system today?

260, I think the number is. About what it was last year. So we kind of

subtracted that one.

And in the fourth quarter of 23, what would be the comparable number there?

It's been between the

acquisition of noble and the offset of Newark. It's about very comparable,

Dave. Okay. All right. And based on the guidance that you provided here by segment, first off, is 80 million, does that seem in the ballpark for corporate items in the first quarter?

Yeah, you're probably lower

than that,

Dave. Yeah, okay. All right. But regardless, when we look at the segments here, there's a pretty significant jump in EBITDA to get from the first quarter to get to some sort of run rate that gets you to the full year EBITDA guidance. In SKSS specifically. And I'm wondering if you could talk through the factors that are impacting the first quarter that either go away or get better in some way from one queue to two queue that gets you up to that sort of run rate so you can hit that 140 for the year.

Sure, Dave. It's Eric. I'll answer the question here. You know, when you look at Q1, you know, obviously in our guides, implied down from Q1 last year. Pricing certainly down, that's how we see it in Q1. But the other thing too is we still have some of that higher cost inventory rolling through the numbers here in Q1. Mike emphasized in his comments, a great job that the team has done changing to a higher charge for oil here. We'll begin seeing a lot of those benefits kind of late in the quarter and then on to Qs2 and Q3. When hopefully, you know, pricing improves a little bit, still lower than last year. But certainly the run rate in SKSS and Q2 and Q3 improved because of that, the better inventory costs.

Yeah, we're going to see better CFO pricing, you know, kind of summer driving season, and kind of some of that. As Eric said, some of the higher price gallons kind of out of the network as we roll

out through Q1.

Okay, thanks. Then finally, ex-HEPACO, if we're looking just at organic growth in field and emergency response, what was the growth there? And then to round that out, other than the softness you saw in 2024, why is it you expect growth in industrial services in 2025?

Okay, Eric, you're answering. When you think about industrial services, we talked about in Q3 of last year that the refinery world in particular ratcheted down their spend. The refinery turnaround number still held in place, but what they extent and size of their turnarounds was really constrained, and that affected us. What we're seeing so far this year is that our number of turnarounds that we already have booked for 2025 is up substantially. Hard to quantify a total spend on that, but the count is a significant change. What we're seeing is that some of the things that most likely that were pushed from 2024 have to get done in 2025. The team has a pretty bullish outlook on what we have in the book so far and how that business will be better and perform well. There is certainly some specialty things that go along with those turnarounds that we expect to have happen as well. So a good early look at how 2024 is going to enhance and help a better position for industrial services in 2025.

And Dave,

you asked about

field service -HEPA-Co. I think organically for the year it's up, you know, high single digits, 7-8%. On a consolidated basis organically environmental services close at 5%. So that was definitely a driver of that 7-8%. A lot of it was in the larger projects we talked about. And we had a great year in project work. Framline worked that year and we're forecasting that continuing to 2025.

I appreciate it. Thanks, guys.

All

right, Dave.

Our

next

question comes from Brian Butler with Steeple. Please receive with your question.

Hey, good morning. Thanks for taking the questions. Just on the SKSS, when you think about the oil that you're collecting, how much are you over collecting versus what the capacity is now? I think you just told us where that is. But how much are you over collecting and what's the safety margin on what you'd like to collect? Brian, this is Mike. I'll start and

one of the air-contractor can chime in if they want. We're not over collecting. As we talked about in the call, we went aggressively on CFO pricing and we're losing some gallons to do that. That led to the closure of the California Re-Refineries. So I think that's what's happening. We've kind of drawn a line issue. Especially as we've been really very adamant about driving CFO pricing and some of them we've lost on gallons. And that's OK. And so we are certainly beyond the over collecting world. We're a little under collecting and we may have to continue to be aggressive in that area around plants.

Yeah, Brian, just to build on that, one of the key things as we push so hard, in the past we were taking some gallons from some of our partners, I'll call it, into our refineries that were also collectors in the used motor oil market. Those are the first ones to go. As we raise our prices there, we're not taking those gallons. Nearly to the extent that we passed from those competitors or collectors that are on the market as well. So the direct customers are the ones that we're really managing collectively as a team to drive that right CFO rate.

And we're holding the line on those pricing that we had no intent to change that.

OK, great. And then on the captive incinerator opportunity, can you maybe just refresh everybody on the size of that potential market and what's the reality of some of those converting in the next couple of years? Obviously, you're working with all of them. But again, let's just try to size that and understand how big because that's not built into any of your... It's not built into your 25, but is it part of your vision 2027 as well?

Brian, just to give you a recap, it's really not part of our vision 2027. It's all opportunity. To size it, today there is 41 active captive incinerators out there. All those captive incinerators continue to be our customers. We handle waste streams and support their shutdowns when they occur. About 20 of those have a probability that something may change with them, whether it's due to the changes in air regulations or them evaluating their utilization and their cost structure or all of the above. And the change in products that they might be making that affect the waste streams that go in, all those types of things are in play. And it seems clear that there is an active opportunity with opportunities with a few of them over the next three to five years. None of that is built into our thought process. We just, just like we did with 3M, we went through strategic reviews with them as partners to help evaluate what is the best path. But we do see opportunities with them and to help them lower their cost structure. And we anticipate that continuing to be a trend, especially in light of that we have such redundancy in our incineration units to be able to handle anything that they need us to handle in our footprint. So good, strong opportunities

there we think. Great. Thanks for taking the questions. Sure. Thanks Brian.

Our next question comes from Jerry Ravitch with Goldman Sachs. Please proceed with your question.

Hi, this is Adam on for Jerry today. Good morning. Over the last five years, you folks have had a really strong focus on pricing for appropriate returns in industrial and field services. Can you just update us on how customer retention metrics are tracking in those businesses? Have you seen any change over the last 12 months?

Adam, yeah, I are here to begin. I'm sure my partners will add in. We, as you mentioned, we've continued to price aggressively in the market with our field services and industrial to make sure that the returns that we're getting in those businesses is commensurate with the hazards associated with those services. And we've seen strong, solid results with the teams implementing that. We've obviously stayed ahead of inflation as well. When we look at the overall market basket of customers, I can name on one hand that of those customers that we've decided proactively to walk away with that weren't willing to accept what we were doing and help work with us. And so small,

small attrition of

customers overall.

No real change in customer return based on pricing increases. That's the

punchline.

No real change.

Understood. And then in SKSS, I understand that the CFL will take some time to flow through the financials, but are you fully caught up on your base oil market pricing? Are there any other front end actions that can be taken or are we fully caught up at this point?

Yeah, this is Mike. I'll answer the question. You know, it's, you know, base oil pricing has come down. And through the year end and even here early in January, you know, we're a price taker in that marketplace. And it's really hard for us to predict kind of what's going to happen to base oil price. Now, as we think about our guidance, we don't assume that pricing is back. We assume it's kind of relatively flat, a little up thick in summer driving season, a little down thick in the back half of the year. But really, we're assuming kind of where we are today. It's the best we can do. And if you're kind of referring to

our pricing relative to used motor oil collection, and if we're caught up there, you know, that is something that will be dynamic and flexible based upon the base oil pricing that Mike just alluded to. So if we continue to see deterioration in base oil, we'll counteract that through our used motor oil collection pricing. So good point. You know, that's

the other variable there. Great. Thanks so much.

As

a reminder,

if you would like to ask a question, press star one on your telephone keypad. Our next question comes from line of Toby Sommer with Truist. Please proceed with your question.

Good morning. This is Tyler Barashon for Toby. Could you explain the impact of the Trump administration's power policy on your business? Does this pose a potential incremental risk of refining margins or environmental services demand?

Tyler, Eric Gerstenberg responding on that one. We do not think that there is going to be any material effect on regulations that really are the foundation of the business. They go back such a long time, and there isn't any anticipation that we would see or even think about rollbacks and regulations that would affect our business. In fact, you know, as the Trump administration has changed, the new EPA leader, he's been talking about how he wants to help solve air issues and grow by unshoring and helping with permits on manufacturing and really supporting the business, and hopefully taking care of getting more regulations in place around PFAS. So we don't see any step backward on any of the regulatory environment parameters that affect our business.

Got it. Maybe it gets a little more broadly. Can you talk about demand trends by customer vertical, whether it's refineries or global chemical companies?

Sure,

Tyler. We still see very strong demand across the board. The refinery business, what's going on there, as we've mentioned in the past, has affected the later half of 2024 with turnarounds. As we mentioned earlier in the call here, we are seeing a stronger count of number of turnarounds that we expect with that refinery business, but that continues to be in flux a little. The rest of the markets that we're servicing, particularly around chemical, retail, manufacturing, we still see strong growth. Our collection volumes of containerized waste as we begin 2025. Our head single digits, high single digits ahead of last year, so that's positive. Teams doing a great job of making sure that we're staying tight with our customers, servicing them well, making sure we're staying in contact with them. We see that in the early stages here at Trump Collections. As Eric alluded to earlier, there are some normal effects in Q1 weather that affect certain areas, but overall, the verticals that we're servicing, and it's obviously a broad range of verticals, we're seeing some solid trends still.

Thank you.

Our next question comes from Jim with

Needham. Please proceed with your question.

Hi, good morning. This is Chris for Jim. You mentioned that you'd signed the first fleet customer for the oil at the end of the year. Is there a collection arrangement in conjunction with that? Could you talk a little bit about the funnel for similar types of fleet opportunities at the end of the new year?

Yeah, Chris, this is Mike. I'll answer that. So, yeah, that's exactly what happens. As far as the more circular offering, we collect, use motor oil at Castro customer sites and sell them base oil at a little bit of a premium versus the market rate because it's a low carbon footprint offering. So that is how the more circular offering works. The capital team has put a fair amount of sales and marketing effort behind it, and they've been investing a lot in different avenues to try to grow that. And we do think that there's plenty of opportunities to see a lot of lines in the water. The pipeline is very strong in the progress that they're making to sell the more circular offering. As I said in my preparation mark, they did sign up one very large customer. I think they have another one very close to being completed. There's more in the pipeline. So stay tuned. We work very actively with them as far as we go to market together and sell our services and sell our great base oil. So I think that it's been a good partnership so far. And as you know, Chris, the lead time on large fleet change is long. So that's part of the challenge here. But I think the progress has been terrific.

Got it. Thank you. And you mentioned the expansion of Phoenix related to the semiconductor vertical. I'm just curious, are you evaluating other potential geographic nodes where there are semiconductor fabs underway?

Yes, we certainly are, Chris. The expansion with our customer base out in the Phoenix area has been really strong so far. We fully anticipate that's going to continue. And then a couple other select geographies, we have strong opportunities as well, growing relationships with customers there. So it's been an area that we see growth.

Great. Thank you very much. Thank you.

Thank you. Mr. Gersenberg, we have no further questions at this time. I'd like to turn the floor back over to you for closing comments.

Thank you, Christine. I want to thank the Clean Harvest team for their great work in 2024. At 25,000 strong, their focus on safety, sustainability, and exceeding customer expectations led to another year of great results and positions us well for continued growth. We hope to see you all at our investor conferences in the coming weeks. Have a good rest of your week and most of all, please stay safe.

Ladies and gentlemen, this does conclude today's teleconference. You may disconnect your lines at this time. Thank you for your participation and have a wonderful day.