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86db72885ead4bf266cc03e55b3c7068 | Can you provide some more color on the CVS asset sale? I know traditionally obviously the investment grade tenants such as CVS have garnered lower cap rates. But recent comps at least that I have seen in the drugstore space have certainly seen cap rates pickup, certainly north of the mid-cap -- the mid-4 cap you cited.... | Yeah, good morning, Spenser. Yeah, it's primarily, I'd say is driven by the location. But you're absolutely right. This was a former, I won't get into too much detail. But this is a former Borders bookstore that was very well located here in Florida. And when Borders went bankrupt or I can't remember -- I can't recall ... | direct | [
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] | A |
79b430e02757b46cba3faa83ad0820d7 | I know Kevin you spoke about the ATM program and I realize you guys have ample equity like capital to fund future acquisitions. But given where you guys are trading which appears to be a pretty substantial premium to asset value, is there any kind of interest to pre-fund additional growth as you head into the back of t... | Yes. We always have interest in raising capital, when it's available low price. As I alluded in my comments, 2018 was a good example. So in 2018 between ATM equity and dispositions and pre-operated cash flow, we funded 84% of our $716 million of acquisitions with that kind of equity. So yeah, we're -- which led to my p... | direct | [
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0e61c40a2bf1f6dcfc0846c090c2f4fa | Just can you expand on the incremental exposure to the equipment rental category sequentially? It's obviously up meaningfully year-over-year and then also again sequentially it looks like there's some activity during the quarter. | Yeah. We did a portfolio acquisition with one of the large equipment retail -- equipment rental companies in the second quarter. It really fits our profile very well. It's a strong operator. These were small individual properties that it was north of a $50 million transaction. I think it was around an $80 million overa... | direct | [
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6b4b96b11399d071facd88fc53bb1c79 | Just looking at the mix of the second quarter investments, can you guys break out -- you acquired 71 properties, but how many of those were say call it a good-sized portfolio? And then maybe how many were relationship investing versus how many were broadly marketed? Just kind of characterize it. | Yeah. Todd, I'll do the best I can on that question. And we've -- that Collin just before asked about the equipment rental piece. And so that was one piece of it. So a large -- a good chunk was equipment rentals. We also had auto service and some tire stores and a few car washes. And we did a few deals with discount re... | intermediate | [
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0de83a454e0b64c1fc4cb8a1f74feb78 | We don't see much activity in the preferred equity market I guess across all REITs, just because interest rates are so low, debts been more attractive. But I always think of the preferred pricing as a bit of 300 basis points spread to the 10-year if that's accurate. Are you guys looking at that market? You can essentia... | Definitely looking, yes. So in our minds, when we pursue capital and particularly on that piece of the capital structure, we think about 10-year debt, 30-year debt and preferred pricing. And consider the relative pricing of those three pieces as to what might be more attractive what particular -- in the case of preferr... | direct | [
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b544f81b3e34e6f954b5aed744bda659 | On tenant, the occupancy and kind of the pickup in occupancy during the quarter, was that related to successful outcomes at some of the vacancy you had or expecting earlier this year some of the near-term stuff like the ShopKo and Virginia College? I know you're closed on a couple of the Virginia Colleges, but just any... | Yeah. No. John, the short answer is no -- not at all really. The portfolio is very healthy at almost 99% occupied. We're running it well above our regular average. But as it relates to the tenants you asked about the ShopKo's, one is still open and paying rent. It hasn't been rejected yet; one we are -- have a pending ... | direct | [
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fb3a455e2af99503f77ea44620685332 | Have there been any kind of changes to the tenant watchlist recently particularly maybe within kind of the franchise restaurant segment? | Not really. I mean, we've had our usual suspects on there for a while. Logan's Roadhouse has been on there. Ruby Tuesday's is on there. But no real change. Both of those are less than 1% kind of tenants, but no, no notable changes. | direct | [
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76b0e368aae6ad289d9e65aa177233f6 | Given the stock performance so far this year relative to sort of the bond performance in the compression and yields, is there a bias more toward debt rate now than equity? | That's a hard one to answer. I like both. What a surprise there at the moment. So I think I have to choose. So I'd say no. I do think -- well, I think the price we have we're itching to do long on the debt side longer term is better than shorter. And those who have followed us for a long time, no we don't do anything s... | direct | [
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edd797de2e45b04e3eab073b40e311d8 | Are you in a point now where you could refi one of the batches out at a more competitive rate or is that spread not wide enough at this point? | Yeah, we probably could. We have a 5.7% coupon series D preferred outstanding that is redeemable that we could redeem and reissue preferred at a cheaper rate. Again, we're going to put all of that in the context of working the issued 10- and 30-year debt as well and as well as common equity and kind of see where we com... | direct | [
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cb3e93b4a4c63bc99557305af0b58af4 | You touched on M&A as being a potential way to fill in some voids. I was just curious if you could give us a little bit of detail of what you're missing or what you could be looking for as we kind of think about the broader landscape? | The M&A, we've addressed consistently each quarter, and I wouldn't say anything this quarter any differently than we've said. We are looking methodically and carefully at acquisition candidates and potential candidates and those candidates who would be to either deepen the -- our solutions or in adjacencies. And the co... | intermediate | [
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029f26121e11aadcaed9bf105a749381 | Are you guys -- where you would expect to be? Or are you missing some additional overhead cost that we should expect to layer in? Or just kind of the real rate we should anticipate? | Now if you look at what we did over 2018, and we talked about that and building out the infrastructure, building out quality systems and also the cost related to setting up the new global logistics centers in Amsterdam and in New Jersey. So a lot of that has happened 2018. So you look at it going forward in 2019, I wou... | direct | [
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1a1f3675870fcf55ba38fb565384d3f3 | Is there may be a benchmark or a way to help us think about how many commercial partners you would anticipate having by the end of this year? At least help us kind of setup baseline expectation for how to model going into 2020 and 2021? | I think, on market, you may have one, maybe. I mean it depends on timing. Filed is a couple more than that I would say. | fully_evasive | [
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4a79e75047863f7e7907485f29434342 | Obviously, you brought on Amgen and cellularity and handful of others this quarter, is there additional -- what is your target right now? I mean, it seems like you have a pretty good footprint around all the major players. Is there much more work that needs to be done on that side? Or is it just really growing within t... | To be frank, it's both. I mean we're always trying to capture as much share as we can in the marketplace. I mean we think that we're in a very good position from a clinical trial acquisition standpoint. But we're not going to rest on our loyals. We're going to continue to try to drive that number up as quickly and as a... | direct | [
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48301d649cead5eeaf35a8ada33615b6 | Jerry, can you talk about what is driving this commercial. I mean, we see the improved revenue from the sales of these therapeutic lines of course. Is it -- they are also accelerating their network. It's obviously exceeding the growth rate of the therapeutics. What's happening in this commercialization channel that you... | I think, some of this, if you're talking about the average multiple on a per patient basis, they're diversifying the clinical base -- or commercial base of these accounts with additional country launches, moving material longer distances and into additional countries is more complex and inherently, obviously the cost b... | direct | [
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145b46339b18b019df84988a1e360fff | And then regarding the clinical trial customer, the Phase 1, 2, 3, what are you doing to increase revenue per customer? Are you charging for consulting? What do you do to pick up preclinical for customer revenue? Or even better ask the question. | So that's absolutely right. I mean, what we're trying to do is, we're trying to provide a broader base of support and so consulting activity is a very good example, program management activity. Other things along those lines in addition to, obviously, the transactional distribution elements of a clinical trial. | intermediate | [
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159da4e7f6e49958d67d6a3094d6032c | Jerry, I'd like to start on the new logistics centers in Livingston and Amsterdam. Could you just sort of elaborate on the revenue pull-through you are seeing at those sites? And whether you're really starting to actually pick up incremental business from the key customers of those sites perhaps with Bristol out of New... | Well, broadly, we're in the position now to -- that we're actually creating a logistics network and that network effect is our way of derisking the process even further. And that's what we're all about. We're about derisking the process and providing certainty to our clients. So now, we have five logistics centers, and... | intermediate | [
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73d83bb9ea9dfa88d6e2e8c09a5cef6f | We'd like to touch on Amgen if we could just for a moment. You sort of speak to the type of ramp you would expect with that customer. How long it takes you to sort of get integrated into the trials? If you could speak to perhaps the number of trials, you think you might be involved in with Amgen specifically? And then ... | Yes. So just a couple of high level. Obviously, we can't comment on clinical trial strategy for Amgen. You'll have to look at what Amgen's predicting from that perspective. But what I can tell you is that, we're very confident in this becoming a significant relationship. And I would anticipate, within the next 12 month... | intermediate | [
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727e414ab56c29f4ea720a3b6bee8dae | I would like to touch on if you can, just share with us an update on the C3 chipper and the adoption levels you kind of seen so far. Whether or not it's been a material contributor to revenues yet and perhaps the number of customers or trials that have adopted that solution so far? | Yes. So we're definitely seeing adoption. This is the challenge that any new product is it takes time to get it written into clinical trial protocols and initiated, but we are absolutely seeing it supporting and increasing number of trials, and we anticipate that to continue to accelerate significantly. | intermediate | [
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9966537ff0846d7a3f554b05e14fe7fb | One of the bigger investment areas in the quarter look like sales and marketing, which is up about 20% sequentially. Now you've got pretty deep reach into the clinical trial area. So could you maybe talk to us about where those additional resources are targeting? Sort of what you feel -- we should expect for how fast t... | Yes. So in general, you also know, we have direct sales force here in the U.S. We all start ramping up the sales force in Europe. We've expanded marketing activities. And as part of the sales marketing, we have also parts of our logistics that are underlying and supporting the efforts, and then so we ramp-up the logist... | intermediate | [
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b8407192d4d983a20978e72be2c47716 | Hey, how are you? They are having a few bugs. Could we start off by just talking about the energy situation around your European operations and also how you're thinking about the potential of some energy rationing this winter? | Yes. So as you may know, we have 16 manufacturing sites around the world and 10 of them are located in Europe, five of those are in Germany. So in all of composite fibers manufacturing assets are in Europe. And the composite fibers manufacturing processes are most energy-intensive when compared to airlaid and Spunlace.... | direct | [
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464231bfbf46150ca1425238ced54830 | OK. And then I wondered, Dante, when we think about the Spunlace business, it seems like there are some really unique, high-value relatively proprietary products there. Why wouldn't you have the ability to move price in line with costs or maybe even a little above cost? | I think we do. We just haven't executed to our full potential yet, Mark. So if I look at our business, the Spunlace segment has a larger number of customers and they're more dispersed around the globe in terms of what constitutes the majority of the customer base. So there are many more discussions and negotiations.
A... | direct | [
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a75c4e470b2914179643b69baa94fad2 | So it sounds like Chris is going to be pretty busy. | Yes. And his leadership team. So we have people like Patricia Sargeant, who have done a great job with our composite fibers; and Phil Reese, who's an industry veteran. He's done a great job with our airlaid segment.
Dustin Heslep, our financial analyst who we just brought on, who had great experience with Georgia-Paci... | direct | [
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8786b864d52d1277cf52b0c6cc81482c | OK. Then Dante, just turning to Russia for a second. Were there any significant Russian sales in the second quarter that are going to be falling away in the third quarter? Or will it be essentially flat at a nonexistent level sort of second quarter going into third quarter? | Yes. Not much. So if you recall, 2021 sales to Russia were just below $100 million at the enterprise level. Q2 revenue was about $7 million for Russia. | intermediate | [
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f9dbe93bd8227e643f4f8eb7725a5ce1 | OK. And then a number of questions for Ramesh on the financial side. Ramesh, can you just help us a little bit in terms of where you expect your debt levels to be on a covenant basis when we hit year-end '22. | Yes, Mark. First of all, we don't project out -- in terms of guidance, we don't guide to do anything past Q3, right? But I think it is suffice to say that as we continue to make progress on the initiatives Dante was talking about, we expect not just EBITDA improvement, but we expect cash flow improvement as well, which... | intermediate | [
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14f8a18a1efb2e1f36fd3a128e4695de | OK. And understanding you don't forecast beyond sort of one quarter out, is it possible to help us a little bit in thinking about cash flow and working capital in the second half versus the first half? Because you did have a number of kind of one-timers that really reduced cash flow in the first half, which should miti... | Yes, absolutely. So in the first half, really, it was a big -- the big chunk was the use of working capital primarily on the accounts receivable side, right? So we are aggressively going after collection of any past dues. We are -- we will see the unwind of that working capital come through here in the second half of t... | direct | [
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a23f480ddab4633278ba38c45b6ffa7d | OK. And is it possible also to just give us some sense of the maturities on the bank term loans, Ramesh? | Yes, yes. Absolutely. So we have our euro-denominated term loan that comes due in February of 2024. That is really our next biggest slug of debt maturity, Mark.
And then we've got our revolver, which goes out to September of 2026. But that is a revolver, as you can imagine, right? So we are paying down borrowing as we... | direct | [
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1f23a4de434909923e2837a201e851d0 | OK. All right. And then just exposure to increasing interest rates in your debt stack? | Yes. We've modeled that already in the guidance that we're giving for interest and financing costs, Mark. So we don't expect it to go up from there. Again, we've contemplated any Fed hikes that may be coming down the pipe here.
But for now, we feel pretty good about the $35 million that we've guided to for 2022. | direct | [
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955ec986b21dcfb4ce9c222da1d8ca0e | OK. All right. And then just the last question, going back to Dante. Dante, can you talk about any impact from retailer and manufacturer destocking that you're feeling in your portfolio? | Yes. So I would say that we are not seeing any material signs of demand destruction coming from either inflation or destocking. So the areas where we fell short on volume in Q2 and potentially in Q3 are more closely correlated to some of the supply chain dislocations and a few of our sites that have some labor shortage... | direct | [
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a7edfa377edee4e7a04ff3cb1dc80ab6 | OK. And just one final question. You mentioned that you had one facility that was out in the second quarter in the U.S. because of labor shortages. And I wondered, if you could just help us with that, if that's mitigated at this point? My impression had been that kind of labor issues were starting to ease a little bit.... | Yes. So it wasn't an outage. All of our facilities ran and operated. But in one Spunlace location, we have and still have -- we're not at full complement in terms of our converting operations.
So we can make the roll goods, but we can't necessarily fully convert everything that we could ship and invoice. So that was t... | direct | [
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17fee4f04d9f3d9667d37a874f5ce3b9 | I had a question, I guess, on the way your accounting for expenditures for Rainy River underground. I read through it pretty quickly, so I might have missed it. But it looked like you had something on the order of a $1 million in gross expenditures for the underground with the intrepid zone and so forth, but it seems l... | No. It's really all captured in gross capital, and I guess the booking and the timeline when the execution but it's all has a gross capital. And as you previously disclose our guidance, we are expecting between the -- within guidance on the gross capital. There was -- the very interesting part now that you mentioned be... | direct | [
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9ff805935708d2bb56e78c6e09d4be81 | And you talked about having, I think, 16,000 tonnes put able to add to a stockpile. Are you looking to process any of the material that you do develop this year? Or is all this going to be stockpiled for sometime in the future? | It's really a stockpile. But definitely, this is something we eventually we'll see how many tonnes. I mean, you can imagine when you processed 27 average a day, the first quarter of 15,000-16,000 tonnes is not a lot to impact result, if this is where we're going. But the truth is we're currently stockpiling, and we'll ... | direct | [
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a6d10e2bd4698dbf78dcfa2f09b62d68 | And obviously because of the higher grade, it's going to be a bit of a shock in a way to the mill the way it's been operating. Is there some sort of plan maybe when the stockpiles built up a bit more to maybe actually batch process a bit just to see how it reacts in the mill or will you probably just blend it? | At this stage, we're actually continuing in on our study, as previously disclosed we're working on extension of -- potential extension life of mine bringing more. We're looking at the milling aspects. So far, our intentions will be eventually to blend. Would it be any opportunity to improve result by maybe batching? We... | direct | [
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82180ad6e169a3e0f205c86f85c9857f | Yes. Thanks for taking the time to answer a couple of my questions here. One, I did want to ask, obviously, some headwinds facing the hardware, that's not unexpected here, but phenomenal growth in the subscription business. Are you seeing that flow through now that we're like a month and a week into the second quarter?... | Well, I'd say this, this is Jeff. Our expectations from the growth of subscriptions have not abated. They continue to be quite strong. We haven't seen the whole quarter yet, but so far, trends are continuing as we expected. | intermediate | [
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be5475928cd3dafb6e42de141edad619 | Great. And then on the hardware front, if you could just provide a little bit more color? One, like, some of the stuff that is selling versus I know Ken mentioned on the call that, like, there's some margin compression and a lot of that may be due to just similar audio versus storage solutions? Like, any color you coul... | Yes. So Josh, this is Ken. Let me take that question. It's a good question. In terms of our hardware margins, during the quarter, they were impacted by mix. Our storage business, server businesses was down. Our storage business tends to have higher margins than our audio business. With that said, we expect our hardware... | direct | [
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7d1f9b217b27b6297e8d1ebf97001320 | Ken, that's helpful. And then just talking about cadence a little bit. I obviously don't expect any kind of detailed guidance. But you did mention you do expect EBITDA to be actually up quarter-over-quarter in Q2. Does that kind of imply what the cost savings that you expect to be like the trough in EBITDA to be in Q1? | Yes. When we look at our model, the cost-savings plan that we put in place has will result in an immediate EBITDA improvement. These actions are already taken, so the savings are already in the P&L. So we feel that we'll have a better performance in Q2 than Q1. And that will result in better EBITDA for the quarter, and... | direct | [
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e49d073a4ea11d8913607de352100bf1 | Yes. And then just kind of generally speaking on the revenue front, Mike. I would expect Q2 revenue to be down quarter-over-quarter based on some of the commentary that you said. But as the law of states are still in the early stages of reopening, I would expect you may start to see a little bit of a quarter-over-quart... | Yes. I would say that, in general, although we're not providing our 2020 guidance, the themes you provided in terms of some challenges through the fall, but then pent-up demand and that having a better impact in our revenue lines toward the second half of the year and then sports reopening, that will all benefit our re... | direct | [
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c0a222025296528045aca80c69319eca | Okay. I just want to make sure, directionally I was thinking about it in the right way it seems like. And then I don't want to monopolize the call at this time, so I only have one more question that's really on the subscription front and the growth there. Jeff, you mentioned that there was a number of enterprise custom... | Well, I'd say I would say I would probably say what we've said before, which is, if you remember, we talked about the fact that we've been piloting some of the enterprise subscription offerings in the first half. Actually, we did it late in 2019 and been continuing that in the first half of 2020. We still have the plan... | intermediate | [
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988beb34fc392842747a837dcc251ba1 | Hey, guys. Thank you for taking my questions. I've had to jump kind of back-forward between calls as a lot of analysts, so I may have missed some comments. But I want to revisit the 2Q outlook, specifically for product revenue. I know it's really tough to tell. And I know you said total revenue would be down Q-over-Q, ... | Yes. Hey, Jack, this is Ken. Thank you for your questions. So we're not giving our guidance specifically for Q2 in terms of specific revenue elements. I think what we believe is that our subscription and maintenance business which has performed well in Q1. As Jeff pointed out, subscription is doing well already in Apri... | intermediate | [
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2fb3308bc79f463bea73e3fba0bb69bc | Yes, yes. Sure, it's helpful. And if I just revisit again, what the Q1 as it relates to product revenue in Q1, the drop off, was it it was my understanding that was more related to new customers being kind of, I guess, halted, landing new customers toward the end of the quarter because of COVID? Now that the Mexico man... | It is, yes. This is Jeff Rosica. So there was no even though we had some supply pausing in the last, let's say, month or so, it had no impact on our ability to supply our customers. We've had the right inventory buffer throughout. So supply has not been a constraint we've had or inventory. The issue is really customer ... | direct | [
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5fd1c6624c1a211bfc180a6d42458e85 | Okay. Okay. Thanks for the clarity. And then I guess just lastly, I just want to revisit the kind of the cash conversion cycle or the billings collection process is how much of how big of an issue has that been? Or I guess, how difficult or challenging has that been versus if you could parse out between demand from cus... | Yes. So in terms of our customer base, we have a fairly healthy customer base in terms of the creditworthiness of it. I would say the DSO did increase from year-end to March 31. We did see a lot of companies do the work-from-home arrangement imposed by governments. There was less people in the office. So as we were mak... | intermediate | [
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e0d1fc02f5da2718d8d17dd1a4c4753d | Just want to start with the balance sheet strategy. Again, I know you guys talked in the past about the mix shift and the fact that the balance sheet should remain sort of flattish and it has. I'm just wondering going forward, does that continue to be the plan for the next call it 12, 18 months that basically we just s... | Hi, Frank, this is Glen. As we indicated earlier, we would not expect the overall balance sheet to grow significantly in the near-term, so let's say the next four to six quarters, depending there could be some movements from quarter to quarter, but we still have a large securities portfolio that per our strategy we'll ... | intermediate | [
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e978a93764018765b88244fdbbab97e3 | And just follow up to that. The commercial finance, obviously, was quite strong in the quarter. I would imagine that rate of growth comes down just as it normalizes. But as we think about sort of getting into the late innings of the cycle, with the commercial finance would you expect that to slow, or as others maybe lo... | We're pleased with the way the commercial finance division is operating today. We're comfortable with their practices and their underwriting standards, and we believe that historically some of these downturns have created opportunities for the division. So we look at it very optimistically that we're well positioned fo... | intermediate | [
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27d131bb0f53f97d0e40c83d6a60c185 | Okay. I mean, what -- is there a rate of growth that you would say is -- I mean, when you guys closed a deal, I think it was like 15%. I'm not sure if just based on what we've seen over the last couple quarters, you think future quarters -- for future quarters, you would ratchet that up or not? | Well, I think you're right. The rate of growth, we don't see that being sustainable long term. That's just the law of larger numbers. As the denominator becomes larger, we would expect the rate of growth to come down. Part of it will be where the market's at and we don't have a volume goal per se. We have return level ... | direct | [
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b70b35b089d1da6cd3b7636ec8c963c6 | Okay. And then if I could just finally on the margin, 11 basis points I think cost of deposits, if you exclude the wholesale, I think is what you note. Not a lot of room for that to move lower, but you still do have pretty significant wholesale deposit balances. So I understand certainly the mix shift continues. Just w... | Yes. So I'd point you to our 10-Q from 3/31, the March quarter, and you'd note there that we are slightly assets sensitive at the end of March and we are less asset sensitive today than we were at the end of March. Our 10-Q will be filed in the middle of next week, and so not a material impact as well as we have a numb... | intermediate | [
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1200fe774d1be84453c5aedf3c38beb6 | Glen, I want to start on the expense side. The number $72.5 million I think was down, obviously, significantly from last quarter, which I know has some seasonal expenses, but looked like it was down also from the first typical first quarter. Any insight -- I know you guys have the better than 65% operational efficiency... | Sure. We're really happy with progress we're making in expense management and overall efficiency and very happy with the expense discipline here in the third quarter. I would say the June quarter is historically a low expense quarter for us. The absolute run rate that you saw in this quarter, I would expect the absolut... | direct | [
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6c143831d059630c84cfa5ffaa16e4f0 | Okay. So basically on a quarterly basis moving forward you expect to be generating positive operating leverage pretty consistently with the focus you guys have on the efficiency side with three strategic objectives? | Yeah, that's correct. | direct | [
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4096c3a7854a5856691932bc0f665a8d | Okay. And then on the consumer side, I was just curious if you've seen any differences in the demand for sales in that marketplace recently or are you still -- I mean, and also just overall, I mean, if that does alter, what kind of capability you have to kind of limit production as to kind of keep within the confines o... | Yeah. We have not been actively selling production at this point. So I really don't have any comment on the demand for those sales. We've really been disciplined on managing the growth and focused on improved operating efficiencies and capabilities within those portfolios and making sure that we're well-positioned to m... | intermediate | [
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ca863f08c238cf2f3f22729111a27194 | Helpful. And then just lastly on the buyback. I think it sounds like there's an appetite to continue going forward, maybe not quite to the level in this quarter. But I mean, is it fair to assume that you guys are still in the market, given the price of the shares today is still fairly close to the average purchase pric... | We have -- we've publicly said we had 2 million share authorization, and we've purchased almost 1.6 million under that plan. We plan to provide any updates on these quarterly calls and releases to the market. But we do plan to be prudent with the capital levels and we finally have strong capital levels. But we've also ... | intermediate | [
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12a076e37288e24e75ce819ab717c299 | I want to follow up on the expenses here, in particular, just the efficiency ratio, you guys have a 65% -- sub-65% target on a full-year basis. It looks like given good growth in the consumer on [Indecipherable] finance side and your trends here so far this year, you could really be well below that, especially into nex... | Sure. We've set a couple aspirational goals. We did not put a deadline to those. Our plan would be to continue to provide updates to that, and we would expect to be in a position at next quarter as we put a ball on our fiscal year to provide you an update on those goals where we're at and perhaps an outlook on the timi... | intermediate | [
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edbb8ae7a40e86aafd3738d696543657 | Okay, that's fair. And then on the commercial finance side, obviously, another good quarter. Just wondering looks like the yields are around 10%. Is it still generally mostly small ticket that you're seeing? Kind of what's the average size and any color you could give around the pipeline here in the short term? | Yeah, we haven't disclosed I think specific loan portfolios, but the overall commercial finance book, pre-merger with Crestmark was in the mid-$200,000 range average ticket. Obviously some are larger, some are smaller, but that mix hasn't changed dramatically since we came together as one company. | intermediate | [
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ad76862677c6da27303ab24893438582 | Okay. And then my last question, just wondering about the tax rate more for fiscal 2020, how we should think about that? | Sure. Based on what we know today, we would expect our tax rate to be low-double digits in fiscal year '20. There is a slight step down in the investment tax credits or the majority of investment tax credits that we do. And that's our current expectation for fiscal year '20. | direct | [
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0d09ae475dba65f866fe001579e98c8d | All right. So I guess, what's left in terms of accretion for Q4? What kind of contribution can we expect to potentially see? | Yeah. It'll continue to trend down each quarter. We haven't provided specific guidance to that piece of the geography. We're comfortable with our -- we'll have a couple moving pieces. The accretion will continue to decline over the next couple -- next two quarters, primarily, but our balance sheet mix will improve. So ... | intermediate | [
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a81f5dff434a5330cbc1ba5525467df2 | Okay, excellent. Thank you. And then maybe just a quick question on credit quality. Noticed that your non-performers jumped up about $10 million on a linked-quarter basis. I think that's still kind of manageable, but maybe a little bit of color as to what drove that increase? | Sure. A couple commercial finance portfolio relationships moved to non-performing. It's not unusual, kind of move in and out of there. You'll recall -- as you'll recall, those are all well-collateralized relationships and really we don't have any concern about the overall credit quality. Again, 84 basis points overall,... | direct | [
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] | A |
6b9662b86e249386a059f9f00f3ad13f | Okay. And any update you can give us on that large ag OREO? | Not at this point, beyond we're actively marketing it today. | fully_evasive | [
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a7b8fc7c3a48dc29f73183bb256490f5 | I had a couple of questions. You talked about some level of drawdowns in the C&I portfolio, though it sounds like your kind of wrap-up comments said they were somewhat limited. Have those drawdowns been repaid in early in the second quarter? And did that impact the kind of seasonal or the late quarter spike you said yo... | Yes. It's been Gary, it's been relatively stable. They haven't necessarily paid down. I mean it's a very granular list of customers. So that's kind of all over the board. But on average, it stayed pretty stable. | intermediate | [
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967a4a7cc9d5c02cdbd90f2741ccf432 | Okay. So you say OK. And the late quarter spike in deposits, I think you said about $100 million. Is that related to the C&I draws? Or was that just a customer transaction with a temporary kind of deposit? | Yes, that was more of a temporary deposit that was there at the end of 3/31. | direct | [
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fe91e973b0f4222b54aa6527e02ce760 | I just wanted to talk about some of the factors that drove the $12 million in provision increase for the ongoing pandemic? And maybe just given updated economic forecast that may be a bit worse than what you've currently modeled. How do you think about additional reserve build going forward? | So David, as you can probably tell from our prepared remarks of the weightings of our forecasts. There was a significant weighting to Moody's baseline forecast from March 27. So that has GDP declining by about 20% in Q2, unemployment rising by approximately 9%. So certainly, some of the forecast data that's come out mo... | intermediate | [
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55a4c16e62620c7db771d07a37067f32 | Okay. That's helpful. And I appreciate the color on the at-risk portfolio. One area that you didn't comment on that have read some negative headlines on is the dairy and the livestock segment. Just curious what you're hearing there? What are you hearing from your producers, especially on the dairy front? And just how's... | Yes. I'll take that one, David. So obviously, beginning in 2019, or at the end of 2019, beginning in 2020, dairy actually had a very profitable 2019, and there was a positive outlook. With the 2020 changes that are occurring, there is a little more concern. Our dairies at this point are doing OK, but milk prices and fo... | intermediate | [
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9fbe43b6fe57563a944fc756962f0dbb | Okay. That's helpful. And last one for me. Just on the PPP program. I mean, you guys have been very active. Just curious, how that's progressed, how inbound calls have progressed since April 15 when the data that you provided was as of any thoughts on fees coming in? And just whether you're still accepting new applicat... | Yes. So I'll so just a couple of quick comments on that. We're accepting applications from existing customers only. We have a queue of applications that we were unable to satisfy in the first round of funding. We're going to be working on that list for the second round of funding. I don't know if they've voted yet toda... | intermediate | [
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280ea8ca2f71f4ab06c12d5418aa9325 | Okay. How big is that queue? And do you have any idea of fees generated from that program? | Yes. So the queue, we had approximately 4,000 applications. We were able to process 911 of them. A significant number of those we're ready to go and move forward with. So just based on the 911 applications at the dollar amount, our average will probably be slightly below 3%. We haven't done a full analysis of that. We ... | direct | [
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a87b66d6850a29af595fac994879e6fc | Just one quick follow-on to that. Of the roughly 4,000 applications that you received, are the loan sizes of that similar to what you had in the 911? I guess you had a different way, that 2.5%, does it apply to the 4,000 or the 911? | The number I was saying below 3% applied to the 911. I would imagine that it would be pretty similar moving forward with the additional applications. It might be slightly higher than 2.5% actually on the additional applications. | direct | [
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329227adfc0e0288053f7a1be7e0d65d | And then just one more for me, and I'll step back. Do you happen to have the breakdown with the $82.6 million ACL, do you have the breakdown between what portion of that is attributable to loans outstanding and what is for unfunded commitments? | Jackie, that doesn't include the unfunded commitment and liability. That's correct. The unfunded liability for off-balance sheet reserves is $9 million. | intermediate | [
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0851b03c25b21e1d393d9f16ad247b44 | Just to kind of round out the questions on the PPP program. What is your preferred kind of holding period for those loans? | Well, the customers have once the loan is funded, they have eight weeks to utilize the funds for payroll and other approved expenses. And so we're still waiting for final guidance on the forgiveness aspect of it. So in theory, that holding period could be anywhere from nine weeks to 16 weeks, just depending on the proc... | direct | [
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8f38a4083ce989c4ff3e121f69a14283 | Okay. And Allen, kind of follow-up on a comment you made. It sounds like you're likely to use your own liquidity to fund some of these loans rather than borrowing from the PPP facility. Is that correct? | At this point, we predict that. But there is a lot of uncertainty. We never know. But right now, we would pursue that. | direct | [
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19b6ffde1191ccf8b1ad4898ce916f99 | Okay. Sounds good. And then the deferment period that you mentioned of 60 to 90 days is some much shorter than I've heard from other calls. What's kind of the thinking behind going out just 30 to 90 days I'm sorry, 60 to 90 days? | Yes. The vast, vast majority of them are 90-day deferments, and that was sort of our initial take on it, and then we'll obviously reevaluate that. And potentially look at the impacts of this virus. And obviously, any other underlying credit issues there might be. But we're taking it 90 days at a time. The reason we sai... | direct | [
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461f7d9892e146947dd19ecf19fd96f2 | Okay. And of the what we call at-risk COVID loans in your portfolio, that 16%. Do you have any idea of what percentage requested deferments? | We don't have details on that specific number, no. | fully_evasive | [
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026899612b97d2edb98b6ef9dca18209 | Okay. All right. And then I mean, I know it's not a big part of your portfolio, but it is in your local geography. So I'm just kind of wondering what kind of is there any kind of color you can give us on what you're seeing from the industrial warehouse space in the Inland Empire right now? Are there trucks moving throu... | Yes. So just a couple of comments on that. I mean obviously, the Inland Empire is a distribution hub, and I drive to work every day, takes me about 30 minutes to drive in, and there's a significant amount of trucks moving on the freeway. There's not a lot of other cars moving, but there's a significant amount of trucks... | direct | [
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3c5dd2767641f292ae5920a3bfbc3803 | Hi, thanks for taking the follow up. I just wanted to touch base on expectations for loan and security yields and how you expect those to move in the coming quarter with the March rate reductions and where other interest rates are at right now? | I'll let Allen take the securities, and then I'll follow-up with the loans. So Allen? Sure. I mean from a security portfolio perspective, we haven't been active in buying securities this year and I don't foresee a lot of activity there, at least in the near term. So our security yields will probably hold up fairly stab... | direct | [
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ed1cef18bacb3061f018076722214c85 | Okay. Okay. No, fair. So I mean just given what I assume to be a limited room on the funding side because your funding is already so strong and low-priced. It sounds like anticipation that some more margin pressure just as of the loan yields repriced. Is that fair? | Yes. Jackie, you can go back to our 10-K at the end of the year. And we talk about a 100 basis point decline in rates, our ramp to change, right? And over 12 months, it's a decline and up 2% in over 24 months, it's 5%. We had 150 basis point decline late in the quarter. So I think that gives you some sense color as to ... | direct | [
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b9db6f790e0b70a8a3b9ece2ba720741 | This is Jake Stern on for Gary Tenner. Just a follow-up question. So you mentioned some detail on discount accretion for the quarter. Could you tell us projected quarterly discount accretion for the remainder of 2020? Thank you. | Sure. We don't it's hard to project because much of it is accelerated as loans payoff. So it's obviously coming down. It was down approximately $2 million quarter-over-quarter. Generally speaking, the trend will be down. But one quarter out, it's hard to tell if we have a change in prepayment activity. The prepayment a... | intermediate | [
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19e01ab4c19bc59fccb6c5c9f5c34a6f | Maybe just to start off on just kind of the overall balance sheet growth expectations, you guys like most others in the industry have had a lot of positive flows over the last several quarters but I suppose I could argue that some year deposit gathering is a function more so of what you guys are doing across you -- One... | Good question, Nate. I believe that is a sound assumption in that regard. We are not at this point anticipating significant declines in the deposit base. And what we do believe will flow out, we will replace with continued growth on the treasury management side and in synergistic deposits. | direct | [
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3d3252b742ef7ba9aae2af05028bce39 | Great. Very helpful. And then I appreciate your thoughts on the decline in mortgage volumes expected for the third quarter. How should we kind of think about the -- also potential compression, our gain on sale margin.
I think it held up relatively well as indicated on the slide deck. Are you seeing that pressure accel... | We do expect to see those margins compressed from -- we have held very well obviously but we would expect them to settle in somewhere between 2.80 and 3. | direct | [
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fbbad5f8ff27cad52ead96dcb9faee15 | OK. Great. Very helpful. And maybe just last one on fees.
Wealth management and retirement and benefits services revenue continue to increase in the quarter, perhaps a little bit above kind of what we were expecting and perhaps what you maybe guided to, particularly on the RB&S line last quarter. How are you kind of t... | It's a good question but we did have some accelerated doc restatement fees in the quarter, which we disclosed in the earnings release and so that that helped pull the numbers up a little bit for the quarter. I would expect for the fourth quarter to be similar to where we ended up this quarter. And the run rate for 2022... | direct | [
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49efbca3a82ce9ac562632d94cb3d5f5 | OK. Got it. And I think you mentioned also in the release around expenses that there was some perhaps onetime costs in the quarter around some investments in automated processing and integration. Was that a significant dollar amount in the quarter? And kind of what do those investments perhaps generate in terms of addi... | Yeah, those expenses relate to pulling in some consultants to help with some of -- with our technical technology investments. And so it's really just the shift in expenses from 2022 to 2021. | intermediate | [
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47dc479a3d74b8def349fb66a4200acb | Thanks. Good morning. The question on the loan growth outlook -- I just want to -- in terms of the payoffs, are you seeing anything -- was that higher in the quarter and you -- and maybe even expectations for the coming year? | We did have a couple of significant payoffs this quarter, $25 million in one of our markets. For the fourth quarter loan growth, we would expect to look similar to the third quarter. But with the pipelines and the momentum that we're seeing building, we would expect to return to mid to upper single digits of growth nex... | direct | [
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9a29cfd3ffa2cef35547c3239d120321 | Gotcha. And, Katie, I may have missed the spread income comment. In terms of management of investment securities, did you say that you think NII can stay up here or what was that expectation? | Yes, we do expect that NII will continue -- without PPP will continue to grow on a quarterly and annual basis. | direct | [
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831f7100574622e0a176d61e4bedd96f | Got it. OK. And last one, just on the M&A landscape and maybe even other capital plan, it's been a bit since the last transaction and just interested in those discussions and thoughts about where you stand on being opportunistic on any -- anything that's out there strategically. | Yes. Yes, we like where we're at today in regards to the stage of the conversations that we're having and we continue to focus on building those pipelines and really through various sources that we've touched upon before, but really establishing relationships wherever it makes sense and across business units as well as... | intermediate | [
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f77d96238557d8566ad010d458e1b2c2 | Yes. Hi. I was hoping to maybe circle back on the expense commentary. It sounds like you were suggesting that you pulled forward some expenses in the quarter.
We've been hearing a lot about wage inflation and pressures on the expense base maybe not being so transitory. I'm just kind of curious if you could help us thi... | Right. It's a good question. Obviously, a big piece of our expense run rate is variable with mortgage volume, which we do expect to trend down next year. We -- if you apply the industry -- what the industry is saying about what's going to happen next year with purchase and refi volume, that would pull down our business... | intermediate | [
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2cc489e82ce1f293c9d70f28ad8d682f | OK.
And then I think I misunderstood or misheard what you're talking about on the fee income side. Were you suggesting that investments, like for the sample in the SBA platform and then what you're seeing in play business etc., you think will offset any mortgage pressures? | What I would say is that we believe our mortgage business will do better than the industry and we don't anticipate the headwind that we have in mortgage this year in regards to the hedge unwinding, which we think it'll probably be about an $8 million year-to-date headwind in mortgage. That is not something that we will... | intermediate | [
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7a2f931b69121829fd32b51e7abe6aa1 | OK. And then on net interest margin, understanding that obviously liquidity is pressuring the reported NIM, can you just talk about what pressures you're seeing loan pricing and whether or not you feel like if we were to just keep liquidity flat and not worry -- not worrying about debt improving or continuing to pressu... | No, I think we've got some stability --
Yeah, I would -- I was just going to say that we continue to see pressure certainly on pricing but it has been fairly stable over the quarter. | intermediate | [
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c9c74d2555ed3e2e17ea68ff4c57a69b | Doug and -- Doug and Steve hate to see you go. It's too bad for us, but congratulations and, Kathy, welcome. Did have a few questions. Kathy, the frequency and severity, when you think about the 2020 and just how unusual this period was, how do you get a good grip on what 2021 is going to look like? | Yeah. Good morning, Mark. So we saw frequency declines in 2020 across the board, whether you measure it in terms of just purely the number of claims that came in the door or as a percentage of payroll or premium. They were all down double digits.
And then from a severity standpoint, the severity was -- had a very, wha... | intermediate | [
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1bb134fb0cb9e87b643b544d35b5fefe | Steve, submissions I think you said were up 3.7% for the year, I assume. Can you give us a sense of the fourth quarter and then also any early thoughts about how Q1 was -- is shaping up January renewals, just any sense of that would be great? | Sure. In the fourth quarter the submissions were up for the quarter as well. But -- and there is still the shutdowns that we're seeing in the larger states that we do business in such as California, Illinois, New York, in particular. And so the decline in bound policies occurred in the fourth quarter because of the shu... | intermediate | [
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2718bf673a1432aa781025bc65a7e94f | How about the competitive situation in California? I know you were early and active in adjusting your pricing for what you thought was the loss trend. How do you sit now relative to your competition? | Yeah. Mark, so California is about 45% of our book currently and we have been watching California very closely. And we're satisfied that some of the concerns that were raised back in July of 2019 that led to our rate increases at that point in time aren't materializing to the same extent that we thought at that point i... | intermediate | [
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724f9b681bf799100b12991b875f03e8 | Mike the premium in force, I think you suggested it would be in the K. Are you able to share it in this venue in the call? | Sure. Just give me one second, Mark. The in force premium for the year at December 31st was $578 million. | direct | [
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e7aad069096a0de93aaf3a7d74319148 | All right. Very good. Kathy you had mentioned expenses, making sure that they were hitting the target. Can you share what the expense ratio target might be for the Company? | So, Mark, I'll take that. So, as you know with the reduction in premium this year, our expense ratio has grown. You can see by the progress that we made particularly in the fourth quarter not only were the expenses down year-over-year significantly, but also our expense ratio in the quarter was down as well. So we've b... | intermediate | [
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fe524dfa283ffa55a670ed968491f530 | Mike, what did you say the share repurchase was so far in 2021? | We're at just under $10 million and we have $19 million remaining on the current authorization. | direct | [
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ab06b41e5316962defb9e8c65eb5cba0 | Yeah. No, I'm sure it was poorly phrased. In the third quarter your earned premium was $144 million, in the fourth quarter it's $152 million. So that uptick of $7 million or $8 million, what were the -- what was the main component of that? What was the drivers there? | Yeah. I'll take that, Mark. So we did reduce our audit accrual in the third quarter pretty significantly. We brought it down to zero. And so we had no further reduction in the fourth quarter. So I think it's the reduction in the audit accrual that you saw coming through the third quarter that then had no impact in the ... | direct | [
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081bc0df4d7e95db9b649cb3509992fb | Right. And I guess the -- and thinking about that, your Q2 earned was $152 million, Q4 was the same. Is that -- are we at a run rate here on earned? Is that one way to interpret that? | I would say, absent a change in our premium accruals, which as you know they are at zero right now, I'd say it's a fair run rate, at least for the short term. | direct | [
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c9bc8267aeae812f6c8cbd721d88b015 | Okay. And did you give me the premium in-force? | I did. [Indecipherable] flip through it again. I got lucky the first time, opened right up to it. $578 million. | direct | [
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48558965ba6c1e3e84b28ae387c4fc59 | Okay. There it is, wrote it down right there. Maybe I need to retire too. Okay. And then the national pricing environment, there has been some discussion of pricing flattening out, maybe moving up in some markets. But obviously you had a noteworthy year from a declining frequency standpoint which doesn't necessarily po... | So bureau loss cost decreases have moderated a bit throughout 2020. The bureaus aren't filing quite as many double-digit decreases as they did in the past. And some have even filed increases, which has led me to believe that any huge excesses that might be in bureau filed loss costs have been -- those have been removed... | direct | [
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e983dd1e99ae80aa3b2479b91c973dfd | And then just a final question. Kathy, given your background I'm sort of curious, this idea that -- do you think the -- those loss cost numbers, do you think the NCCI will be able to pick up transition if it comes? How much should we think of those as predictive versus just kind of reflective of history? Is it rearview... | Yeah. I have full faith and confidence in NCCI that they will pick up on the trends appropriately. Yeah, I know they are watching it very closely. So I'm sure they'll do the right thing. | intermediate | [
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17ae6dead06db30a97865841390d0cc9 | Two questions. One, can you give us an update on kind of COVID-related claims in California? It sounded like there were some roaming of an increase -- uptick in claims in California. So I'm just kind of curious what you're seeing in terms of COVID claims. | Good morning, Bob. This is Steve. I'll answer that question. We did see -- and I don't know if your question is broader than California, but like California, we did see an uptick at the end of the fourth quarter in COVID claims. But I'd like you to keep in mind that and recall that in the fall of 2020 that the Californ... | direct | [
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b2361baeeb8dcc294a9a81b74c8b5933 | Yeah. No, that's good. So it sounds like you're seeing a lot of claims, but it was kind of a higher proportion than I thought that you find to be not compensable. So is that -- are you surprised by that? In fact it's -- these aren't coming underneath the definitions? | I don't know that I'm surprised. As you well know, Bob, a lot of states as COVID started lowered the threshold from a presumption standpoint, in particular, some of the larger states. But obviously the majority of the claims that we've received and the industry has received have not met that burden. So I don't know tha... | direct | [
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a40cb5457de0dced921a0073d53e2b7f | Right. Okay. And the last question I had was, Kathy, kind of going back to what Mark was asking, I'm looking at the accident year loss ratio. Obviously you had set it at 66.5% for quite a while. Then it came down this fourth quarter down to 64.3%. So I think we're -- I was just trying to [Phonetic] figure out what happ... | Yeah. So for the full year of 2020, actually for the prior 21 months up until the fourth quarter, we held accident year loss ratio at 65.5% and then we did lower at year-end. We were conservative throughout the year. There were so many uncertainties surrounding COVID and we wanted to be cautious and not lower it until ... | intermediate | [
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9702bc93557065bf42146bfe1f1cebab | Right. And I'd assume that the 64.3% you have for the year-end '20 is still -- you're still baking in some sort of conservatism there that hopefully will develop favorably over time. | Yeah. So we believe that our reserves that we have booked right now are adequate. But we are carefully watching for any latent claims activity that might arise from the prior accident years as a result of the recession. That's a trend that we saw in the industry coming out of the Great Recession and we want to be prepa... | direct | [
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"fully_evasive"
] | A |
dbcbcff0ac6f273a6b26bf6b3b422ba7 | Hey. Thanks. Good morning. Just as a high-level question, I was hoping you might be able to provide us an update on Cerity's progress, just as we think longer-term about both where Employers is headed as well as the kind of the small workers' comp business as well. | Yeah. So Cerity is beginning to gain some traction. We feel like the platform is solid. So what we're now focused on is experimenting with the appetite and fine-tuning our digital marketing so that we can better understand the types of customers that are shopping for workers' compensation online. We continue to feel th... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
b8e7bf771996fe7600777d56267a2335 | Just maybe in starting off in construction. As you kind of look at '19 obviously raw materials are more favorable today than they were 3 to 6 months ago. So as we kind of think of margins and kind of price costs in '19, how should we think of that kind of trending through the year? | Yeah, Tim what we're looking at right now is a $40 million to $50 million tailwind coming into '19 with what we're expecting. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
950b23da071a31d50d62fbc70de9d317 | And that's net of any sort of price or is that just that material or is that just immaterial. | That's net. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
8341a4c08457b829859a1c5928fb30d7 | That's net, OK. Okay. And would that start mostly kind of March-April time frame or would that -- would you start seeing that in the first quarter? | That'll be a little of that in Q1 (inaudible) -- price carryover. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
454576b93b30b61b783b8efbd5162ab7 | Okay. And then when we think about just Accella and what you are betting in that for 2019, I think I'm kind of getting like a kind of a 3% to 5% organic growth range for CCM. What's the Accella growth assumption in 19? | Tim, we're thinking we're going to grow along with the market there and we've had that market somewhere in the mid to high single digits, it's on a smaller base. But we think that SPF market growth continues. That's a big part of that. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
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