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053562cc0728495d1cb9a18bbffd4583 | Okay. Got you. And then, what are your thoughts on the expense run rate from here? | Again, I think very happy to see both first quarter and second quarter when you adjust first quarter for the cost capitalization from second draw PPP, about the same that $30 million idea. So, I continue to see it running at that same level with just little bumps here and there potentially offsetting each other for inf... | direct | [
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d8beb1a2b2b8a974f3583eaa90b611b4 | Okay. And did you guys buy back any stock in the quarter and what are your thoughts about the buyback going forward. | So, we had no share repurchases in the second quarter and we understand where the market is today and so we have very active discussions with our Board of Directors on our capital actions, whether it's share repurchase or dividend. So, that will be taken up again here in the third quarter. | direct | [
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09136563174d6c7414eb58c3a50cf377 | I wonder if you can kind of give me a little more idea on the pipeline for the residential mortgage product, the growth you're projecting for the second half is pretty strong and what's driving this quarter? I'm just kind of wondering if you can tell me where again the success is from. | Yes. We spent a couple of previous quarters setting up the quick funding lenders and warehouse lenders. So, the increased production came from both retails and corresponding lending. So, as during the -- for the past -- for the next two quarters the both retail and corresponding lending will ramp up. | direct | [
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afa10e455b0c31eddc0fde8728409865 | Thanks. My questions have mostly been answered, but just wanted to ask about the commercial real estate production in the quarter in terms of what kind of sub-segments you're seeing in most of that production? | It came from mostly industrial properties, as well as multifamily and office properties occupied by credit tenants. | direct | [
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5a1c415826c73168a6c798e98451bc29 | Is that primarily in California or are you getting any growth out of your other markets? | Right now in the California as well as some from Texas area and New York area. | direct | [
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98bb18f328f342ef719063f3a1ab49bd | And then with regard to the PPP sales, do you plan to sell additional PPP prior to forgiveness or repayment? | Our sales to date have been in the second draw PPP. So, everything that we've originated we've sold. With respect to first draw PPP, we've been using the forgiveness route, but as that window is down, we will take a look at what's there to decide if there is anything else work to expedite the fidelity of the program, b... | direct | [
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a44884db32262ff78c174cc534d4946a | Okay. So, the small amount of PPP loan sales you mentioned early in the third quarter is all that's currently? | Those are all second draw. | intermediate | [
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285deec648fb387333d64a62f05f9287 | Hi, good afternoon, everyone. I apologize if this has already been asked. I accidentally fell off the call for a little bit, but I was wondering if there was any comments there on the CRA exam? And Ron from what I can tell from the expense commentary, it doesn't seem like there is going to be any additional costs assoc... | Sure. We don't believe that we will incur any significant additional costs other than what's normally expected. | direct | [
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734a67bc8c4f569fbd03df9f9951bda0 | Hey, good afternoon. Thanks for taking the question. I wanted to ask you about what your thoughts were on the residential mortgage market and the changes that FHFA and perhaps how that changes the opportunity set that you see in residential mortgage? Thanks. | Well, actually, we've been focusing on the non-QM products, not on the FHFA side. So, that's not going to effect us much, but then on the payoff side, I've seen elevated levels of payoff because of rate environment. | direct | [
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b2fcc784248020e59f1a7096a3c9cd45 | Okay. But in terms of the fact that we might move the credit box a little bit wider, what products do you think make the most sense for Hanmi and make the most sense for the GSEs going forward? | Well, with a low rate environment with a 30-year fixed under 3%, as I said, the product that makes sense for us is non-QM products, which ranges about 3.75% to 4.25%. So, we'll continue to concentrate on that, selling the product. | intermediate | [
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68666d33a936f1e19bcdefc7770ecafc | I just want to understand the revenue guide -- the adjustment in the revenue guidance, where is the majority of that coming from? Is it from existing customers delaying projects? Or is it from new customers not being -- delaying project decisions? | The primary reason for it is the fact it's about a $30 million reduction from our February guidance or roughly 3% of that overall GAAP revenue guidance is what we see right now in the marketplace, and think that we're at a pretty stable point with that. We normally generate about 51% of that revenue in the second half.... | direct | [
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cb97f179a8aa97ebf06d75ade21b1fab | And in terms of the payments, what volume declines are you expecting on that side of the business? | We had a lot of concern early on about that with this fairly global shutdown of economic activities you go through. But what we saw was a lot less than we're seeing in other parts of the payment industry because of the fact that we don't have a lot of influence or we don't have a lot of solutions in the travel and in t... | direct | [
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15deaa7ff36280569998c1ecef6524a4 | On the Mediacom deal, was there any price concessions? Like what were the terms of that deal, and was it like similar to Comcast or maybe a little more favorable pricing? | There is almost always puts and takes whenever we go through a renewal cycle. Mediacom is a great customer of ours, and they've been a long-term customer and just incredible people to work with as we go through that. So there are puts and takes there. Of course, they're not the size of Comcast, but we try to treat ever... | fully_evasive | [
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91cb1990b702b7b90c3855baa2fe2c15 | OK. OK. I guess can you share if there was, I don't know, price concessions? Or was it at similar historical pricing? Or was... | There were definitely price concessions for components because there's always components in the solution that goes through there. I would tell you that it was similar or less than we see with our larger customers, but right in the neighborhood. And the benefit -- it's always a win-win solution is what we're working for... | direct | [
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198a2e42258ac5966eabe8236f25120a | The first one is just on primary end customers. End customers in the U.S. have seemed to hold up pretty well through the pandemic, but certainly not without impact. Can you talk about whether you're seeing any changes in their IT budgets coming from these customers or your expectations for those longer term? And then o... | It varies. Again, as I said before, puts and takes that are happening in different areas of the business. To date, I don't see material or huge changes in behavior because a lot of the systems that we're dealing with in the BSS space are delivering solutions to help them to solve their most difficult challenges that th... | intermediate | [
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2cc9715ef1515ba59fe98d097f7647e9 | And then one more, if I could, just on the updated guidance. It looks like the midpoint of the new EBITDA range is that 7% below the prior guide, but free cash flow guidance is much less than that at around 25% down. I think, Rollie, in your prepared remarks you mentioned that timing was an issue there. So when we thin... | Absolutely. And I'll let Rollie speak to that one also, is that the free cash flow from a timing perspective is everybody is watching their liquidity. And we've seen that in the past with different customers. It's usually a couple of days, but there is nothing intrinsic that has changed in our business based upon these... | direct | [
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2c50c4810068352d503384f0995ec1c6 | First, I was just curious if when we think about the accelerating demand for new streaming services and appetite for OTT how Ascendon's fitting into the world, and if you guys are able to kind of monetize it better where more independent streaming providers are going up against the cable MSOs, or if it's better to just... | As far as how Ascendon fits into it and OTT and where it's going, as I mentioned in some of the prepared remarks, the OTT players, what we're seeing is puts and takes as far as you see it on the news and maybe even in your own personal life, where people are watching more of the OTT activities as it goes forward. And t... | intermediate | [
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a0c2458a8255494c3b84ee58b399f858 | And then just to follow up on that, with respect to the lowering of the full-year guide, I know you've mentioned a couple of things. But is there any way that we should consider splitting that reduction out between the software services and the processing rates? | If you think about -- and this kind of harkens back to an older presentation where we've split our revenues between cloud, software services and maintenance. As you think about the guidance reduction Bret touched on, we see some headwinds around payments. That goes into that cloud and related services line item. Also, ... | intermediate | [
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c76b69509967bff0b2c7632b20155c77 | Valerie, could you maybe just talk about sort of your level of confidence in bringing a product like this market you this technology? And I guess related to that, is there anything that you might be able to share with us around the development work that's been done so far to date? And when we should be thinking about a... | Hi Andrew, good afternoon. Thank you for joining. Your line was going in and out a little bit. So I don't know if it's your line or our line.
I'm hoping it was our line. So a couple of things. There's been two papers published. This is a partnership that we started a couple of years ago in terms of evaluating their te... | intermediate | [
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a88fe369217d63b1adbb28e3badb3510 | Could you just maybe provide some context around sort of levels of test performance that you think are needed for a commercially viable product? I guess really sort of what levels of sensitivity and specificity at that early stage should we be thinking about for broader uptick here? | So I would say that two things is that the colorectal screening guidelines just came out, right? And honestly, I thought that the performance metrics are on the lower side. We are aiming something in that 95%, 95% range. Ideally, we'd like to get our specificity up to that 99%, but I want to say 95%, 95% is kind of wha... | direct | [
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c00c276c4a0ae3f1bf63b4c41274d813 | One, with the number of initiatives ongoing, how should we be thinking about the opex and cash burn for 2021 and pacing of that throughout the year? | Thanks for taking the question. I think that Kaile referenced the fact that we're expanding on. I think Q2 is the area where we're going to have a little bit of cost investment that's not offset by the revenue. That's not going to be dramatic, if you will.
I think when we phase those new hires out. But it's really thi... | intermediate | [
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16cc2248543ebc95cd9f0ab188723832 | So I guess will the training the sales force be any different for OVASight versus OVA1Plus? And I guess, GenetiX, could just talk about that. And then I really would love it if you could help me understand how to think about the market size here.
So I could get it monitoring that. So that would be a few times a year, ... | No problem. So Kyle, I'm going to start, and then I'll let Kaile fill in as well. So in terms of training of the sales force, it's the same call point. So number one, same call point, and we've been selling a product in terms of a risk assessment where a woman to understand which doctor to do the surgery.
What doctors... | intermediate | [
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d81f01eaf9ecff9b4e4f04f6234ce5f7 | So I guess currently, could you just kind of talk about like where you stand? And then when you increase 30%, I think I heard in the second quarter, that would be like 27, 28 reps. Where will those take the typical six months to train? And then where will they be prioritized come early on because either you're rolling ... | So what we have is we have a team that's calling on the same call point. So number one, it's the GYN. We have the hospital team because there's a lot of women that actually come in at the GI level, the urology, orthopedic and then these women have their initial ultrasound and then go to a GYN. So we want to do a horizo... | intermediate | [
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45612e6024d53bed2182d88eca01c1f9 | So I know the research collaboration makes sense. But could you possibly talk about the economics at all? I mean, just thinking about like the role that those groups will play in the regulatory process, the Ulta commercialization.
I think about the cash over the next couple of years. And then any color there would be ... | Yes. Kyle, I would say you're pretty is do. So let me start, and I'll let Dr. Northrup fill in.
So this is a research collaboration with experts in, I want to say, high-risk early ovarian cancer detection. So they have spent a number of years honing this panel. They've published two papers as I said, an end of about 4... | intermediate | [
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57cddbdbff9f5e7e27e82fbc4e50833a | With all these updates and initiatives, I just was wondering if the emphasis on payer coverage are expanding the covered lives, I guess, from 179 will be a priority in the near-term or if you're OK with that kind of $180 million live number? | So Kyle, I would say that we're actually looking to put more resources on it, not only for OVA, but these products that are coming to market in a, what I call a fast fashion. So the work that needs to go into OVASight reimbursement strategy, OvaInherit, as well as ENDOCHECK, that begins now. So yes, we are, first and f... | intermediate | [
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7a11144ac06825429c0362b7305bfb3f | Can you talk to me about what you're seeing in maybe DUX, particularly, about recovery? Can you -- maybe starting with -- I know you gave a constant currency number, but any way to tell us what like the organic revenue growth was like in the U.S.? And I think you mentioned an expectation that in the second quarter, org... | Hi Rueben, good morning. First, I think I would like to start with really being optimistic on what we see as the momentum in the U.S. We do see the progress from quarter-to-quarter. And even in the first quarter, we see a great change between January, February to March. And some of the momentum continues with us to the... | intermediate | [
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181b20cba7c5fb8fa9ff7cc99756108f | I'm sorry, can you repeat that? What is down 7% sequentially? Is that -- that's what Q2 will look like versus Q1? | No, no. What Yuval said is that organically, compared to last year, in the U.S., we were down 7%. We see good momentum into Q2 and expect to see this improved performance in the U.S. as we progress through the year. Of course, there are easy comps there, but compared to last year, but still, I think with that performan... | direct | [
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0796129d85e26e3901ad8ec03770b458 | And then on the gross margin commentary, I think you said that this year, the full year will be similar to 2021. So can you talk to us, like the last three quarters now, your gross margins averaged about 30%. You've got a recovering end markets, as we move through the rest of this year, I assume the revenue is only goi... | I mean most of it is of the difference. First, you're looking at it right. We are seeing a significant headwind coming from mainly raw material prices and also shipping. There's a very tight supply chain. We see polyester, which is an important material for us, price inflation of over 40%. That's what we see as a price... | direct | [
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84063b305781ea70b56ffedd39bdc18c | Okay. I guess, same line of questioning on the EBITDA line. I mean I don't think I heard you give specific EBITDA guidance, but the last three quarters have been north of 14%. And obviously, you've got some gross margin pressure, but you're also going to have a better top line. I mean is 14% unsustainable? I know your ... | First, we're very happy with the first quarter's results. But looking forward, mainly due to the fact that gross margin is going to be lower, we don't think that this is sustainable to this year. And we do expect both revenue and EBITDA to grow this year and -- but revenue will grow faster than EBITDA and the profitabi... | direct | [
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4b1d7e05b9965dd2e4db5371e15a6bc1 | Hey guys, sorry, I figured I'd jump back in. So just a couple of quick follow-ups. We talked about the U.S. market. What about internationally? It was a nice recovery in Australia. Are you seeing that trend continuing? And then maybe Israel, I understand, had a tough dynamic going on in the first quarter, do you expect... | Yes. Sure, Reuben. First, I think it's nice to see that in the first quarter of this year, we do see the -- some of the fruits and the outcomes of the early buds of the execution of our strategy. And we do see it in a number of markets. We are launching a few growth engines this year, and we are on the journey to intro... | intermediate | [
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47fdd6a04e766eed1228850c7f1a1d41 | Okay. And then last one for me is just a follow-up on the gross margin and the cost of goods. How much -- so you told us how much polyester and quartz are as a percentage of your raw materials, how much are your raw materials as a percentage of cost of goods? And then how much is shipping? And how much would that shipp... | So raw material in 2020 was 34% of cost of goods sold, so three to four, 34%, of cost of goods sold in 2020. And as for shipping costs, when you look at, say, finished goods, the estimation will be, say, $2 million, $3 million of impact, assuming that shipping costs will remain at the current levels. | intermediate | [
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2ed66ea4cb37cb58456430ee597fef24 | Lynn or Chris, I mean, you mentioned supply chain various times throughout the prepared remarks. Can you just maybe give a little bit more color where specifically you're seeing the tightness? Is it at the printed circuit board, semiconductor level? And you mentioned some good pickup in on-road, off-road vehicles. Is t... | So I'll start off, and then I'll let Chris add some color to it. I think there's a couple -- we are seeing some impact from supply chain. It's nothing -- tightness and delays, nothing that's going to date. We don't feel it will impact us materially, but it's really something we're definitely focused on and keeping a cl... | direct | [
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32e90c0144b8559928ead72c3d1b6c52 | Got it. Perfect. And then just one more bigger picture on the overall defense budget. Obviously, we've only seen the skinny version of the top line right now. But if you guys sort of size up the portfolio, any things kind of bubble into the surface area of risk, Joint Strike Fighter, any of your other platforms? And th... | I would say, overall, we feel pretty confident and remain pretty optimistic for our outlook and what we've -- the news coming through on what's expected when the President's budget is put forward, we think is going to very much support where we have our business. I mean I think it's pretty publicly spoken about that Ch... | direct | [
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d58af544f98a9416445836eb9d484362 | So commercial markets book-to-bill, 1.2. Maybe you could just -- if you could just give us a little more color on what you're seeing there and if you view it to be kind of sustainable or this is just an initial snapback in order activity? | So I'd say our most clear point of optimism and -- it's a fair question because as we've seen the orders pick up in the strong first quarter, whether it was just advance buying or something that's going to continue as a trend. And so that's definitely a question we've had for ourselves. We really do believe it is the b... | direct | [
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b95301ef50c85f4256434c9b921fdfbd | Chris, also, you mentioned in the power, like there were some reduced valves to the energy market kind of a little bit of a headwind. Do you just need capex spending to pick up there in order to see that recover as well? | I think it's a little bit of capex spending, but I also think it's really just timing and climbing back to pre-pandemic levels. If things are starting to open up here, we're starting to see improvements. And we're headed in a good direction here. I think it's really timing. We are expecting to see improvements here in ... | direct | [
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f702892d2d448f8f27c9471e670b1e0d | And then just the last question on M&A. Lynn, just -- you mentioned kind of the significant capacity you have for M&A, but I think you guys have been very, very much focused on kind of adding in niche companies, niche technologies, and it sounds like that's still the focus. But where are you comfortable in terms of if ... | So I highlight that we have $1.6 billion of capacity because for a very specific strategic company that really added to our capabilities and build out on what we have to offer, I think we would go there and potentially beyond would be possible. So you are right that we have historically added sub-$100 million companies... | direct | [
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a2768296698ddad92fc4a101b2381d71 | I was hoping that maybe you can touch on the performance in the quarter, obviously better than you all had expected and by maybe $0.20 on the EPS, and you raised the full year by $0.10. Am I right to think that the comments about some of the prebuy, I guess, from 2Q into 1Q explains why the full beat versus the expecta... | Yes, that is it, Myles. I think as you look at what we did here on the full year guidance and increasing the sales by $5 million in the Defense Electronics segment and $2 million of OI, we really had a much stronger pull from Q2 into Q1. So that's really half of what I would say you're seeing above consensus.
But the ... | direct | [
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b7de4eb90f7cde878fe025fe9f1a665a | Okay. And maybe on PacStar, it sounds like it's performing well. I think it was supposed to be dilutive to the segment margins, at least out of the gate. Is that the case? How dilutive -- or maybe just color on what the underlying business was even better on the margin side by how much? | So thanks for that. We are very encouraged at how things have performed with PacStar in Q1, the integration into the company, them leveraging. We definitely did talk about them being dilutive in year one, and I'll let Chris add some color to that, but we're well on the path toward leveraging our supply chain and channe... | intermediate | [
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b6f61308485899b41c0ae04ddedb1756 | The first question is when you were talking about the U.S. business, I thought I heard you say that maybe there wasn't construction revenue in the quarter related to FirstNet, and then maybe you'd get some in the first quarter of 2020. Did I hear that right? Because then in the text, I thought that -- | Yes, yes. We ended -- we thought we might have some in this quarter, but the schedule is pushed out. So we'll have a small amount in the first quarter of '20, and then it will kind of ramp from there. So it is -- there is none in the fourth quarter. | direct | [
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bb43cf3c6ea712fb7db4b174e3d1a38f | So all the gains in that segment really came -- I mean, you have the CAF II. But what else would you point to for the benefits in the U.S. business for the quarter? | Just improving wholesale revenue? | fully_evasive | [
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49cce2104a69245d2512d7a7dd92cc81 | And then when you talked about some of the opportunities in that segment for 2020, you listed areas where you thought you could sell more within retail and wholesale. Could you maybe just expand a little bit into how that would work? | Yes, I think -- Resale and enterprise, just to be clear, too, sorry. Yes, yes. I think there's also opportunity also, but that maybe takes a little longer. And so the main issue, as Justin said, is retail and enterprise are the main focus. And a lot -- the main driver there is high-speed data services, whether it's fix... | intermediate | [
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0860e7412fdb7eec9ce2988c7e13eb7b | Would that suggest that outside of FirstNet and CAF II that the segment overall might be more like stable in 2020, excluding those two things, rather than being in decline? | Yes. I think so. I think that this definitely should. We expect some positive contribution from this initiative to the revenues for the segment, for sure. And I think we don't see major pulldowns from where we are today. There is some areas that are -- that will decline puts and takes, but I think it's -- so I think th... | direct | [
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c7dce787a257d05570ab520555aaa368 | I'll ask one more question, just relating to the renewables business. I sort of heard two different things. One, a goodwill writedown, which implies the outlook isn't -- or is not quite as good. But then also that you're winning some put-through that you have some two new customers to add on. Is the way to think of the... | Sure, Allen. It's Michael. I don't think we're going to forecast -- we don't usually do that anyway, but I also think that the movements are not likely to be material to the company as a whole. I think what we're trying to say is there are some good developments and good reasons to expect some growth there. It takes ti... | intermediate | [
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4f734ef10da9dd7f7d571db345682b6e | What was the impact of the early stage companies in the fourth-quarter numbers? | It was an additional $500,000 over last year. Yes. It's probably $1 million last year, so it's probably about $1.5 million this year. | direct | [
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341a596bf3e53189ee68789e0a000c46 | And then the FirstNet project, as we have been expecting a little bit in the fourth quarter for the construction side, you mentioned how it's pushed off and then it'd be small in 1Q. What's led to that delay? Was it weather? Was it timing from AT&T, FirstNet, equipment? What kind of led to almost like a half-year delay... | I think it was just a combination of stuff, really. It's just sites work. It's just typical stuff, honestly. I don't think there is anything you can -- It's a -- I would add, it's a big overall program. And so there's that complexity to get that starting momentum, both on our side and on the customer side. | intermediate | [
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90e0e45c05f98446d265b546752b14fc | Any issue with permitting, zoning? We keep hearing, obviously, the FCC and others are trying to get small cells going in urban areas, but are we seeing pushback in any permitting and zoning and the FirstNet target area? | There's -- in our areas, there's a -- I think we feel pretty good about where we are there, but there's always some that are taking longer than others. It's not easy. So you're right. That is always -- can be the long pole in the tent, but I don't think we have a particular concern there in our areas. I mean, we know t... | direct | [
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e7d3c26997e82cb587b8e04e355e7987 | I know I'm bouncing around a bit here. But in India, renewable energy is not telecom. But while the telecom department, telecom and the telecom fees that are getting imposed and interest in India, any concerns about as of U.S.-based company operating in India? Because a lot of foreign companies are starting to get nerv... | Yes. I mean, I think India is a very promising market and exciting market in a lot of ways, but there is a tendency to do right turns, less turns, sometimes even U-turns by government just has a history of that. Not keeping a steady path that really encourages investment and really honestly lowers their cost to capital... | intermediate | [
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6b067df4d652152112aee2c8b577092a | You touched on a little bit in your comments about Geoverse, but we get the question a lot about why do you need private LTE. Why would people maybe want enterprise 5G solutions inside of a factory or a different business as opposed to using Wi-Fi? So could you elaborate a little bit on kind of why building owners or e... | Sure. And I think I'd add to that, it's also -- what I know I didn't really mention in my remarks, it's also -- I also think we're moving to a much less cumbersome, much more cost-effective solution than the DaaS solution, too. So it also affects. So there's kind of two aspects which is a better solution than Wi-Fi pre... | direct | [
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e0ac709fd17b3f996fa79d9a79ccf533 | And the last one for me is then, obviously the minority interest have continued to grow $25 million in the 2019, $32 million over three years. You laid out a couple of them. But how should we think about how much of your checkbook -- because you still have a pretty flush checkbook. How much more of your checkbook are y... | We do evaluate things as they come. As you know, well, Rick, right? So everything has that caveat. But sitting here today, I wouldn't expect the minority investments to be that large in the next three years as they were in the last three years, just because there's some unusual items in that. And because we have -- we ... | intermediate | [
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a6f6ce559706cf73d90a719939808592 | And the new satellite technology, was that the one web one that uses -- | No. This is an antenna technology. One web was quite a bit longer ago. This is a new antenna technology, and it's a relatively small amount of money. | direct | [
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f58d2e2caf2fa842532b476a9ac9e9e3 | Is it a steerable antenna, flat antenna? What kind of satellite antenna technologies are you thinking about? | Flat, passive, multi bands. It's pretty interesting. But I don't -- it's a small investment for us, and it's -- I don't really want to be their disclosure vehicles. | intermediate | [
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e8f453185c5c2d794a8e3aee4f71c2e1 | Just one on the international telecom. You'd mentioned the growth in the wireless part of that business has been lagging your expectations. So what are your plans? Or how do you intend to maybe turn that part of the business around and get some growth out of that side of the business? | Yes. I think the first one is do a better job on sales and marketing, right? That's -- in a couple of markets, we know and the leadership teams know that they can and should be doing a better job on customer acquisition and the marketing side. And then there's an element of recovery. I mean, some of that was the Virgin... | direct | [
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7cc6d7f62faada1263064b3194fc5b17 | And then when we look at the operating margin on the international segment, obviously you get more scale there. You've seen some nice margin expansion this quarter. How should we think about -- now do you have a long -- or medium- to long-term target of where you think the operating margin on that business can be? Is t... | Greg, it's Justin. I think we definitely have room to keep moving that up. If you go back when we first bought those properties in 2016, we said it's just going to take us some time. And if you go back and look at the kind of the quarter before the hurricane, we've moved those margins up on international pretty signifi... | intermediate | [
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ed873c555b5c0c0cd54728353a360a43 | And then in the U.S. telecom, you'd mentioned $20 million for backhaul and site builds. Was that part of the AT&T FirstNet? Or is that actual like capex that you're spending for your own work? | It's our capex in relation to that contract, whether it's our capex, our assets. | direct | [
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721c789a5537de6dce5609b0356c1cf8 | And lastly, just on some of the investments like Geoverse and others, Rick had asked about making some further equity investments. But in terms of putting operating capital or increasing the spend to grow some of these businesses, what's your view on that this year? Where are we at? Should we expect increased investmen... | Yes. I think it's -- it is case by case. In some cases, I don't expect it because there's other funding sources, particularly in some of the minority investment. Investments in other cases, I think the answer is yes but largely success based. I don't see a big increase in the pace on the control things outside of succe... | intermediate | [
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3d10c27bfffab0a8cab24f04b2c0e250 | First off, on the FirstNet-related question is, because of the pushout, does that mean anything from a maintenance revenue standpoint? Does that get pushed out as well? Or do you think any of that gets recognized in Q1? | No. We would need to do the construction before we flip over to the maintenance. But in the meantime, we pick up the roaming revenue. | direct | [
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b3a0a840f8c752a9d286da3fd627fbdd | No, what I'm trying to understand is it recurring in any aspect? Are you able to maintain pricing? Or do you see any kind of volume increase beyond just what you have with AT&T on the FirstNet deal? | I think there are things we're pursuing, but there are puts and takes in that area. But I think I'd refer to the answer before on that. I think on the FirstNet side, it's outside of construction revenue, which is really not meaningful economically. There's -- we're not expecting any big movements. It should be fairly s... | intermediate | [
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45785f8dc03a1b9e5cf60270a8744499 | So earlier, you said that in the quarter that the adjusted EBITDA loss for emerging investments was around $1.5 million. Is it your thinking that it kind of stays at that rate on a quarterly run rate in 2020? Or it moves higher or lower? | I would say it kind of -- it will hover around that rate. But I think as we gain success, it could grow before we -- as we continue to invest in it. But I don't think it'd be materially in the short term. | direct | [
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451be052f915cf3c41157012c44527c0 | So when you say grow, you mean it could become a large -- a little bit of a larger loss on a quarterly basis in 2020? | It could, but it's lending -- the way we're operating, we're really lending those operations now with our other operations in U.S. telecom. So it's a little hard to do a perfect allocation. But I think what Justin is trying to say is there is -- there -- as you're ramping up a new product and as you have success, the e... | direct | [
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510907461fbe43cebf60a52b314d91d5 | Yeah. Congratulations on the strong results. The question, the new customer that you signed in January that's a digital advertising agency. Can you talk about how that's progressed and how you think about the potential of upselling to higher price point plans to that customer? | Allen, yes. We added the 33,000 customers you mentioned in January. We expect to begin upgrades in the coming months and think it could be material to revenues. | intermediate | [
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d4712baed0d530ed1fa70a00257bc12d | OK. And then the new platform that you signed, that you rolled out, could you talk about the feedback you got and if there's a different price point associated with it? | Yeah. We're the category leader, and we'll continue to invest in tech and R&D. The fact that we hired somebody as the pedigree of Zach as CPO makes clear our commitment to AudioEye's product and its customers. The new platform is part of our commitment to scale with increasing efficiency and also demonstrates our commi... | intermediate | [
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60f89b02dc1d25dc38a6f9f317da81d8 | In the last quarter or two, you've mentioned that some of your smaller customers were a little challenged with COVID in terms of some things. Is that happening at the same pace in the fourth quarter? Or did you see any change with that? | Allen, this is Sach. We saw some impact, but I wouldn't call it material. I think some of that change has happened. Q4 was better than the first three quarters from that perspective. | direct | [
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6658caeacbe5175cb865423759bdbe17 | Great. And then on -- just a follow-up. You mentioned that you raised money through March with the ATM. Could you tell us what -- as a result of that, what the current share count is? | We expect it to be close to $10.4 million-ish. | fully_evasive | [
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6a92a2d6a0659d5346fe9420c9fc11fd | As of what time period is that? | Well, a couple of things, right? I can't give you a specific date, but it's about $10.4 million. And our Q will detail it for -- if you look at March 5, if you -- on March 5, it will be $10.7 million. If you do the math, it was around 370,000 shares, maybe 380,000 shares, somewhere in that range. | intermediate | [
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4deeb5d6b28a085fa058b0c7fca02f2e | OK. Thank you. My last question is -- my last -- Sach, it's been a pleasure working with you. Could you guys just explain how you're thinking about the transition of -- for a new CFO? | Only that Sach is not leaving us right now, and we really appreciate his commitment to ensuring we have a smooth transition. And we're conducting a search. | intermediate | [
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75d15fc2221d647fab5e8798a39094a1 | David, I wanted to ask about the overall environment for digital accessibility. I mean we're seeing a rebound in lawsuits here in January and expect this incoming -- the current administration is likely going to be much more aggressive in terms of enforcement of web accessibility. I just want to get your perspective of... | I think that's upside with this kind of administration. We'll see what they do and enforce it at the DOJ or not, but we're just running our business and executing on plan at the moment. | intermediate | [
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cfc5bef37377b11837a8633cf415f385 | Understood. And then, of course, with the talent upgrades that we've seen over the past couple of months, I mean, pretty big names with impressive backgrounds. I mean, can you give us some insight into kind of the direction you're going with your strategy and how this is going to play into that for, I guess, what we wo... | Well, it's clearly an integration strategy with major platforms. Major customers have hundreds of thousands of sites, if not millions. So that's the direction this is going, and that's why we're hiring people like Zach and Rob to execute. | direct | [
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24c1b3e5e8bf29116ed61df21a83e62d | Understood. And with the realignment to your two segments, I appreciate the disclosure there. I mean, how should we be thinking about that mix moving forward? With it clearly moving toward an integration type of strategy? It seems like it's a little bit like a 50-50 mix. I'm just trying to get a sense of the pace of th... | Yeah. I think it will accelerate. Really, the market for us is SMBs going forward. Enterprise is a good market. We like it, but the explosive growth is on SMB market. | intermediate | [
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a8940f96db54497900038b92129fa636 | Understood. And then I guess with the $14 million of extra proceeds that you've gotten under the ATM, I mean, how are you thinking about deploying the extra cash that you have right now, whether it be just accelerating investments in organic initiatives or potentially even exploring any sort of M&A that could help acce... | We like having the cash on the balance sheet, and we think it's going to help us attract more customers and partners, but we're really focused on maximizing value for all shareholders and always evaluating risk/reward opportunistically. So wherever we can invest and we think we're going to maximize value, that's what w... | intermediate | [
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61fad1c7e574c5851e493f155ebdeb1a | Understood. And then I guess just final question for me. Around the new platform that you've rolled out, is this automatically disseminated to every customer? Or is that something that you have to have somewhat of a transition through the existing customer base to upgrade to the new platform that you launched? | Yeah. There is a transition going on that's happening over the next two to three months. | direct | [
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747bc99ce73fb44e8f447ca6b96d4a07 | Got it. And is that part of the kind of upgraded subscription plans that are kind of planned in there for the second half of the year? | That's not really a part of that. No. This is just the difference of the technology, not the pricing points. | direct | [
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103604800ce4ec5eb9667d758ba95f25 | Yes. Hi. It's two questions. I think you answered the first one, but I want to confirm it. I thought I heard you say that you expect gross margins to continue to improve. Is it true, based on where they were this quarter, that you think they can continue to improve? And then secondly, how do we think about kind of the ... | So I'll take both. From a gross margin perspective, right, Allen, we have always mentioned this that we expect, based on our increased automation, remediations and new technology, we continue to expect to -- for gross margins to improve over time. They may fluctuate. But over time, over the next year to two years, we w... | intermediate | [
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8241564df3d5f4852d2dd6d9f9344239 | Hey, I wanted to begin a little bit on on the liquidity, obviously. Good to see net debt free and benefit from the multiservice sale and also just the direction of the working capital. But where you are here, you know, obviously awash, effectively awash in cash. And I know, IRA, you mentioned looking to find ways to in... | Yeah, thanks. Thanks, Ben. Look, you know, for starters, you know, we started repurchasing our shares early in the year when we you know, we thought they were undervalued and then the pandemic hit. So we wisely, as many other companies did that activity with the immediate goal being, you know, preservation of capital a... | intermediate | [
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7a1cd5df3fb646557e03a4fb466a2c21 | And like the answer now, switching over a little bit to just thinking about and this time of the year, it seems like it always comes up that your annual government services contract is out for renewal. I was wondering maybe if you could just maybe talk through that. Obviously activity in Afghanistan is winding down or ... | Yeah, you know, great question, you know, again, the last number we know publicly reported in 2000 and 19, we were at about 18 percent of total gross profit for that activity in the third quarter. That number is just under 15 percent, arguably a little higher than otherwise would be if it wasn't for the pandemic, becau... | intermediate | [
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47cf6ad190ca1d555f3485c6955faec4 | Ok, and then lastly for me and I'll turn it over and actually as it relates to that Kinect franchise, it's growing in importance. And I'm I apologize if this is not a great question, but I honestly. I don't know. Could you maybe walk me through if I'm an energy consumer? What is the value add? What's the elevator pitch... | So, you know, this sustainability report is certainly going to be, I think, you know, a great guide to a number of different things that we're doing. But, you know, natural gas is a growth area. It's a transitional fuel. You know, power is going to double over the next 30 years. So as you're looking at energy efficienc... | direct | [
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a6025ae595feb121771057b448ddfa8e | Good afternoon, Michael and IRA and Glenn. Maybe we could just kind of follow up on Ben's last question there. So if your caller point, eight billion of revenues, you know, most right now is reselling some sort of carbon based fuel. Right. Oil to diesel to carbon-based marine air ocean. You mentioned your future invest... | So these are you know, listen, I wouldn't we could potentially participate in production, but it is not it is not the first thing, I mean, that we would do, you know, that we do have some physical activity, but we're really doing three things. So you've got six different parts of the business, which is gas and power. I... | intermediate | [
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63a1ec5efbb8a638588ae0e491375ed4 | It was I mentioned some acquisitions or you mentioned acquisitions you could make in that sector and understand what kinds of companies you would be buying. Is it the sourcing of that power or is it more the consulting? | It is that sourcing is the sourcing is a sourcing of sustainability of renewable businesses, of advisory businesses, so it runs the full gamut. There's a good amount of technology offerings there. So it's any business that is actively involved in managing the procurement of natural gas and power is providing advisory o... | direct | [
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3221e3b149295b067af636fa19873907 | Ok, so, IRA, you talked about incentive comp included in your in your target, is there a level included in that that you can provide? | I would say there's about ten million dollars, you know, incremental in the fourth quarter forecast as the way to look at it obviously are our expense run rate would have otherwise come down a bit because the multiservice sale, so there's somewhere around ten dollars million more in that. One hundred and forty seven to... | fully_evasive | [
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e92c76aec203448f8d9846df617ff83a | And then I read your thoughts on bad debt expense going forward. I mean is this increasing bankruptcies because of covid? Is it taking more reserves? What's your your thought on on the go forward, on the bad debt side? | I guess have to be careful what I say, because I may have been a little too optimistic last quarter because obviously we're in uncharted territories in the world we've been we've been living in. So, you know, it's tough to predict, as I said last quarter. And I would have been, to be honest, a little bit wrong, you kno... | intermediate | [
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7a1cd767adb447b3163882cc2d375bec | Hey. Thanks guys. Before I ask my question, I just want to point a clarification here. George, I think you mentioned, when talking about Westchester accretion, it was 6% on top of normalized 1Q. So is the math we take your $6.78, we add back to $0.85 of seasonal and then another month of AGI, so maybe something north o... | I'm not going to give you a number. Yes, but we did update based upon our most recent earnings, which are the first quarter, and doing it on a run rate normalized basis.
And I think the adjustments that you just outlined are appropriate to get to that level. | intermediate | [
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26ed9776f38ecaed0238f7fa09890360 | Perfect. Great. And then, George, I know it's still really early, but the data suggests that your sales force might be getting some traction already in distributing the Allianz funds. Just kind of wondering how you'd characterize the early experience so far. | Well, I've been very pleased with the overall experience, and I know I can speak for pretty much everyone here and our sales force and marketing. So I've been incredibly impressed with the caliber of onboarding from AllianzGI. I mean, they're a great firm, and I participated in some of the onboarding and the educationa... | direct | [
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b80e2d0416338c5b1e88367adcafb378 | And then maybe just in that vein, George, I mean, with this pretty -- is a pretty unique deal and now you have a structural blueprint in place since last summer. Now you have an early case study showing solid sales for the Virtus pipes. Do you think there's potentially appetite from other large players, maybe that have... | Well, I mean, I would hope, right? Again, it's really -- this is a well-structured, if your expectation is on the partnering side, on the other side, to grow the business and participate and continue to be successful in the business through a partnership. So the structure doesn't work for someone who's looking to exit ... | intermediate | [
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855e27ef13bf73eb4e196a2d8d383c2d | Alright. Good morning. Thanks for taking the question. First, just with the AGI Partners closed, can you provide some context on the plan and probably timing just around offering those strategies throughout the Virtus distribution network? | Yes. No, it's already -- it's up and running. So in advance of the closing, so there was a prolonged period to get the fund and the client consent approvals. So, during that period, as I sort of alluded to earlier, we had done a lot of work as it related to educating all of our people to be prepared upon close to effec... | direct | [
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d78a4e48a77cee8f747a1d3d403c1bea | Okay. Great. And then [Indecipherable], Mike, just in terms of the $138 million in revenue participation liability related to AGI, I just want to clarify, will that have any impact on the adjusted income statement? Or is it just a cash flow item going forward? | Yes. And we recorded the consideration that's contingent this period. The accounting for that was based on the unique nature of the transaction. That amount does represent the full liability and the sum total of the payments that we expect to make, based on the assessed value at the end of the first quarter. We will as... | direct | [
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4608399567152a44b967ee7e522294e7 | For me on the comp ratio, excluding the $9.4 million of seasonal items, getting that core 43.3% for the quarter, how should we square that with the guidance of 44% to 46% that's been maintained? Can you talk about the decision to maintain that and any considerations? Why did the first quarter come in below that range o... | Sure. So I'll give a couple of thoughts and then Mike fill them in. For that ratio, so again, a lot of things that impact that ratio, and I think the one that people generally underestimate is the market performance revenue lift component of that, right? So you sort of see like a perfect combination of factors in this ... | intermediate | [
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bd1f7ad119289b110a0b69764e1ddcd1 | Got it. And then one on capital allocation. You guys have been paying down in the kind of $12 million to $18 million range over the last few years. And first quarter came in a little bit below the range. And then considering repurchases and net settlements, the new $138 million revenue participation liability, the incr... | Yes. Well, I don't think the overall strategy changes. I think the fundamental premise of the strategy was to basically make sure that we had flexibility to do all of these things in terms of investing in the growth of the business and returning to shareholder, and then always maintaining reasonable levels of debt. So ... | direct | [
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866855ed16d8a47b386fb698ad917459 | Okay. Good morning. Thanks for the question. Maybe just coming back on the AGI side, I was hoping you could talk maybe a little bit about some of the distribution initiatives, how you plan to sort of expand distribution of those AGI products. You went through some of the actions you've taken just around educating the s... | Yes. Just on the last piece, to clarify, so for AGI, we are not representing and supporting them on the institutional side, so we really are their U.S. retail partner. So our focus with them is bringing their very compelling strategies to the retail U.S. intermediary space, in particular, so it really is focused in on ... | direct | [
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eea724b0f54b676fea127246f26d26bd | Great. And just maybe a broader question on the institutional side, I think you had referenced a pipeline of mandates that have been won but not yet funded. Maybe you could just elaborate on some of the areas where you're seeing strength on the institutional side. Are you able to sort of elaborate on the pipeline and h... | So, for us -- so my comments around the institutional and the pipeline area, so as we've sort of spoken about it over the last few years, this was an area that we had continued to see as a great opportunity for growth and put increased focus and resources on it. And over the last three or four years, you would have hea... | intermediate | [
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8f285064fd7d298b05558d78a3825213 | Got it. And then just the latter point just around your approach on the institutional challenges, anything to speak to there in terms of maybe how your approach to the channel, perhaps on the sales side, is evolving? Maybe you can remind us how you're sort of approaching the marketplace from a sales standpoint in terms... | Yes. Well, it's generally what I would describe as affiliate-centric, right? Because each of the affiliates is very different in terms of where they are and what their opportunity set is. We have shared resources that support the affiliates. So, in some instances, we will do certain -- a large amount of things, and in ... | direct | [
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c40b639d8a5800784f245c141e84609c | My first question, you know, we saw some modest bill-pay spread compression [Phonetic] in the quarter and with regard to bill rates, when you're at the table and you try to win and deliver projects remotely, it doesn't seem to affect the pricing at all. I'm curious why do you think that is? | Hey, Josh, it's Tim Brackney, Happy New Year. Well, we're -- a lot of the projects that we take on when you think about it, there's outcome orientation to it. So you think about the -- since we don't have to deliver locally, it's really about kind of what expertise do you need to deliver and how was it delivered. So, t... | direct | [
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e5daf155c6e7129e77aadf73bd1efcfd | And on the other side though with your consultants no longer having the constraint of geo fencing, couldn't we assume [Technical Issues] give you some leverage over time [Phonetic] on the pay side? | Yes, that is, and we anticipate that and just it kind of comes down to like this is still a world that everybody is a little bit getting used to, but as we sort of open up the catalog that allows us to really match talent efficiently irrespective of locality as you pointed out, no geo fencing of talent, then we will ha... | direct | [
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88ab6160ac83995ce5e1d51e25fa46cf | All right, great and with the vaccine roll out and getting back to a normal life hopefully in the next few months or quarters, do you think that you can and will still have success in selling and delivering projects remotely. Is that going to remain the new de facto operating model or do you expect it to revert back at... | Well, I think -- I definitely think there'll be modulation, but I think the most important thing about this is, I mean, you think about the environment, we went to was largely on-prem and then we went to an environment that was all off-site and what we've learned in that move is that there are parts of engagements and ... | direct | [
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00de32a95810d560e97c029b377e9038 | Sure, sure. And last quarter you talked about some challenges onboarding at new clients due to like some hardware and software constraints. I'm curious if that's eased at all? | Those constraints are still there, but it has eased a bit. I mean people -- we have a couple of clients who the hardware element of it was a real challenge than they've been able to kind of get an handle on their own supply chain, but as more people are working remotely, I think everybody's found this even in the consu... | direct | [
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5b9fc141d39083b1d61396e03e6196da | Okay, great. If I could just sneak in [Indecipherable], I know I have a lot of questions, thank you. You referenced how you've seen good traction from your most significant client accounts and the healthcare client base. I was just curious how much those clients represent today and maybe what that looked like a year ag... | Yeah, hi, Josh. I can take that. Our client program revenue represents about roughly around 30% of our revenue of our consolidated revenue and it's grown sequentially to [Phonetic] Q1, our client program revenue on same day basis grew almost 7% and healthcare is roughly around 20% of our North America revenue and we've... | intermediate | [
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1d516e406bbba3614146ffa9909acfdf | Okay, great and then just last one maybe for you Jenn. I just want to make sure I was calculating the work days for [Technical Issues], do you have that at hand? | The upcoming Q3 and Q4. Q3 our North America work days is going to be officially 63 days, but remember due to the timing of the Christmas and New Year's holiday, we do have some adjacent impact of those holidays as well as MLK and President's Day even though we're not officially counting them as holidays. So Q3's holid... | intermediate | [
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"fully_evasive"
] | B |
99dd3858ed8346fec16c5b05490665da | Hey, good afternoon and Happy New Year. I'm wondering, can you talk a little bit about the improvement that you're seeing with regards to tri-states, California, Dallas, that all sounds like a marked improvement. Just what are you seeing exactly, is it better execution, better leadership or is just the orders are they ... | Hey, Mark and a Happy New Year. It's -- first of all, let me just say, I mean we have new leadership in both those markets and we have focused teams and so I would start there. I would say we have I think we've got the right people in place and we're definitely executing better. I would also say particularly in the tri... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
f2d264a4a064b0945348b33d00916798 | That's great and can you talk a little bit more about this kind of the cadence in terms of orders and how they built up through the quarter and then early into this quarter, has there been any sort of pause with regards to the surge in COVID or any hesitancy or does it seem like, hey, we've all gotten used to this envi... | I'll share a few thoughts and then Tim can add some specific color, but it feels to us and our pipe and our revenue trend is telling us that the initial panic and kind of standstill of COVID has given way to decision making now. So the decisions may look different than they did a year ago, but we are starting to see op... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
5f83bd419786a23ac2411a2a3181e40c | Great, can you talk a little bit about the size of Veracity. That continues to do really well. How big is it now? | Veracity hit record revenue and there, I don't have that calculation right in front of me, but they've had on a year-to-date basis, compared to last year, they grew I think roughly 8.5%. So it's a pretty substantial improvement. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
0e70903eac4eb7c458b62caa76f33a1f | Great. I mean, roughly speaking, what percentage of revenue is Veracity now? | It's roughly 4%. I got to do maths really quick. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
f27c6538071e8991689e67f700dd3b57 | Okay. All right, great and then HUGO, it sounds like you've got the talent management capabilities up and running. You're going to obviously test it, make sure it works exactly as you anticipate. What's the next step that you need to get to and this from a technical perspective in terms of being ready for launch. I kno... | Yeah, so the next element of the platform will be the client side. So that's what we're working to finish right now, Mark, and when we're done with that, we'll be ready to bring the product to market. That will be our minimum viable product and we'll continue then from there to make certain enhancements. So you're righ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
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