TopBuild Corp Q1 FY2023 Earnings Call

Greetings, and welcome to the TopBuild's First Quarter 2023 Earnings Release. At this time, all participants are in a listen-only mode. A brief question-and-answer session will follow the formal presentation. As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, Tabitha Zane, Vice President, Investor Relations. Thank you, Ms. Zane, you may begin.

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

Good morning, and thank you for joining us today. We are pleased to report that 2023 is off to a good start with a solid first quarter performance. Revenue increased 8.2% and our adjusted EBITDA margin expanded 150 basis points to 18.8%. Both business segments, installation and specialty distribution also expanded our adjusted operating and EBITDA margins. Our consistently strong performance quarter-after-quarter is a direct result of the hard work of our operations and branch support teams, the insight and command we have into all facets of our business, our focus on operational efficiency and excellence; our uniquely advantaged business model with both installation and specialty distribution, our diversified end markets, residential, commercial and industrial, our strong partnerships with our suppliers and customers and our strategic approach to acquisitions and their integration onto our advanced ERP platform. Our installation business is benefiting from the large backlog of single and multifamily homes under construction, and we are encouraged that our builder customers continue to see improvements in terms of buyer interest. This supports our steadfast conviction that the long-term fundamentals of the housing industry are strong, supported by limited supply of both new and existing homes and favorable demographic trends. Our installation business is also benefiting from an increase in light commercial work. We've mentioned before that light commercial and residential installation are very similar and most of our branches are able to perform either type of project. Our heavy commercial branches are also involved in numerous large and long-running projects, including the Salt Lake City Airport expansion, the new Microsoft and YouTube corporate centers and a new Intuit Dome just to name a few. The support and encourage both light and heavy commercial growth initiatives we have been providing additional resources and tools for our salespeople and branch managers to help them better identify commercial opportunities and secure this work. One of these is our proprietary lead app tool showcased at our Investor Day last May. This cloud-based data hub identifies and aggregates commercial construction project leads which are then pushed out to our sales force dramatically improving bid opportunities, sales productivity and win rates. Direct labor remains tight within the construction industry, but is a continued strength for TopBuild. We remain focused on enhancing labor and sales productivity through the sharing of best practices, the use of proprietary technology tools and a highly efficient branch management process, all of which drive better financial results. In addition, our advanced ERP system gives us the ability to monitor productivity in real time and share labor among our branches. This is a major differentiator and gives us a competitive advantage. Looking at our specialty distribution business. Overall, sales increased 2.7%. Residential distribution volume declined as our smaller contractor customers brought inventory levels down and has a mix of units under construction shifted to multifamily. Offsetting the decline in residential distribution volume and demonstrating the strength of our diversified business model was a solid 8.7% increase in sales from our commercial and industrial channels. Our specialty distribution teams are supporting a number of major industrial manufacturing projects, including the Tesla Gigafactory in Austin and its Taiwan semiconductor manufacturing center in Phoenix. Other long-running projects include alternative fuel facilities for Marathon and Phillips 66. Looking ahead, we expect to continue to support these large industrial and commercial projects. Our customer base recognizes that we are the leading supplier of mechanical insulation in North America and our 37 fabrication facilities across North America enable us to customize and engineer any type of product solutions our customers require. In addition, with only 10% market share of this very fragmented $5.5 billion market, we see great opportunities for growth, both organically and through acquisitions. We have not seen an impact on demand in either the commercial or industrial markets following the recent turmoil in the banking industry. On the commercial installation side, our backlog remains robust, and we are already bidding projects into late 2024 and early 2025. For specialty distribution, we see a lot of major projects being planned across several diverse industries, giving the demand for mechanical insulation. Maintenance and repair work on many commercial and industrial sites has also been scheduled, and this recurring revenue stream should serve as a continued stabilizing revenue driver for our specialty distribution business. We remain very optimistic about the opportunities for growth in both the commercial and industrial end markets. Turning to fiberglass. Most of you know there was an industry cost increase in December for both batts and loosefill, which did have some traction. Supply is expected to remain tight as we expect a number of production lines to be bought down for maintenance during the year. Looking ahead, acquisitions remain our number one capital allocation priority and will continue to be a key component of our growth strategy and important additions to our overall momentum of our business. We completed one acquisition in the first quarter, SRI Holdings, which is expected to contribute approximately $62 million of annual revenue. SRI is a great addition to our installation segment with a strong presence in Georgia, Florida, Ohio and Michigan. As we do with all acquisitions upon a close, our integration team immediately works to share best practices to streamline processes and procedures, incorporate the newly acquired company onto our supply chain, leverage technology and best practices to improve labor and sales productivity, eliminate back office and operational redundancies, optimize fleet and logistics and locally empower great talent. Our growth targets are high-quality installation focused companies, both installers and specialty distributors that will enhance our scale, expand our customer base and generate strong returns for our shareholders. We have a robust pipeline of prospects and expect to close some of these deals this year. In recent meetings, a number of you have asked if we have a target in terms of the mix of our business over the long term. The answer quite simply is no. We see opportunities to expand our presence both organically and through acquisitions in all three end markets we serve: residential, commercial and industrial. Combined, they represent a total addressable market for installation of over $17.5 billion, of which we have a combined 20% share, so plenty of white space in which to expand. Before turning the call over to Rob, I want to emphasize that driving operational excellence and great execution throughout our organization has been and remains one of our most important areas of focus and is a key component of our 940-basis point adjusted EBITDA margin expansion since first quarter 2018. We locally empower our 400 plus business leaders to run their branches as distinct operations with full P&L responsibility. Branch leaders build their teams to include local management, sales, and, at our installation branches, direct labor. At the corporate level, operational efficiencies are achieved across our entire network by leveraging supply chain efficiencies, sharing best practices, and streamlining back-office processes and procedures. Our ‘drive to improve’ culture is inherent in everything we do at TopBuild. Rob?

Thanks Robert, and good morning everyone. As Robert noted, our team continues to execute at a high level, generating strong results. The strength of our strategically advantaged model was evident as we grew sales and expanded adjusted EBITDA margins at both Installation and Specialty Distribution. In addition, we saw solid sales growth across all of our diversified end markets. Moving to the financials, I will start with an overview of our first quarter results, update you on our balance sheet, and review our 2023 outlook. First quarter net sales increased 8.2% to $1.3 billion, with sales from our installation segment increasing 13.4% to $767.1 million, and sales from Specialty Distribution increasing 2.7% to $558.4 million. Installation's sales were driven by strong volume growth and higher selling prices. Specialty Distribution's sales were driven by higher selling prices offset by a decline in residential volume which Robert discussed earlier. Our adjusted gross margin for the first quarter was 29.3%, a 100-basis point expansion. This was driven by operational efficiencies, fixed cost leverage, and our continued success in managing inflation. First quarter adjusted EBITDA increased 18.1% to $238.3 million and our adjusted EBITDA margin was 18.8%, a 150-basis point improvement compared to first quarter 2022. First quarter incremental EBITDA margin was 38%, and 43% on a same branch basis. First quarter adjusted EBITDA margin for our Installation segment was 21.4% and 15.8% for our Specialty Distribution segment, an improvement of 230-basis points and 20-basis points, respectively. Interest expense increased from $12 million to $18 million in the first quarter primarily as a result of higher variable interest rates. Our current average cost of debt is approximately 4.67% with approximately 60% fixed and 40% variable rates with no upcoming maturities until 2026. First quarter adjustments to Net Income were $3.7 million and were related to acquisition and integration costs. First quarter adjusted earnings per diluted share were $4.36, a 25% increase from prior year. Moving to our balance sheet and cash flows, first quarter operating cash flow was $169.8 million, compared to $89.5 million in the prior year. This was driven by an 18.4% increase in Net Income and improvements in working capital. Working capital was 15.6% in the quarter and, as I've mentioned on previous calls, we are targeting a range of 12% to 14% of sales by the end of this year. CapEx in the quarter was $15.6 million, 1.2% of revenue, and slightly below our long-term guidance. We did not repurchase any shares in the quarter. As Robert mentioned, acquisitions remain our number one capital allocation priority and we are working a robust pipeline of prospects. There were no significant changes to our debt structure and our outstanding short-term and long-term debt balances remained at just under $1.5 billion. We ended the first quarter with net debt leverage of 1.15x trailing 12 months adjusted EBITDA. Total liquidity on March 31, 2023, was $766.1 million, including cash of $333.8 million and an accessible revolver of $432.3 million. Moving to annual guidance, we are reaffirming our outlook for 2023 provided on our fourth quarter call on February 23. As a reminder, total sales are expected to be between $4.7 billion and $4.9 billion and adjusted EBITDA to be in the range of $820 million to $910 million. We continue to expect that our residential sales will decline mid to upper single digits and single-family activity to be slower in the back half of the year. Our expectation for our commercial and industrial end markets is for sales to expand by low to mid-single digits. This outlook does not include any potential acquisitions or share repurchases. We believe the long-term fundamentals of the housing industry are solid and we are pleased to have heard the recent optimism expressed by many of the public builders. We are also bullish on the long-term opportunities in the commercial and industrial end-markets. Our leadership team, technology tools, and flexible cost structure will ensure that TopBuild will continue to outperform in any environment. Robert?

We see many opportunities in the year ahead to demonstrate the unique advantages of our operating model and take advantage of our multiple avenues for growth. Our focus on continuous improvement in all areas of our company enables us to maximize opportunities at every point in the cycle. Both Installation and Specialty Distribution are performing well, and our advanced ERP system gives us great control and real-time insight into the day-to-day performance of each of our 400 plus branches. Finally, in our continuing drive to be the Employer of Choice in our industry, TopBuild participated in the national Great Places to Work survey and evaluation, the gold standard of company rankings. We are proud and excited to report that, based on direct employee feedback, the entire TopBuild organization is recognized as a Great Places to Work organization. The direct feedback and ratings from our TopBuild employees speaks to our commitment to fostering a diverse and inclusive workforce where everyone has the opportunity to realize their full potential. Being recognized as a Great Places to Work company is a positive endorsement of the TopBuild culture which we strive to strengthen every day. I thank all of my TopBuild teammates for their hard work and dedication. Your continuing focus on working safely to deliver value, quality and service to our customers every day is the key to our continued growth and success.

Our first question comes from Joe Ahlersmeyer with Deutsche Bank.

This is Joe Ahlersmeyer from Deutsche Bank. And congrats on the good results in the quarter.

Thanks, Joe.

Thank you.

Maybe if you could start just by talking about your decision not to raise the guidance here given the strong quarter and with broader industry data and commentary sort of supportive of a stabilization? And maybe specifically, could you offer some context to the expectation for slower single-family in the back half, whether that be a specific single-family back half revenue outlook or a single-family starts or completions expectation?

Yes, Joe, this is Rob. So I'd tell you, Q1 came in right about where we expected from what we told you 10 weeks ago when we got together. The back half of the year, still a lot of uncertainty out there. So we didn't feel a need to really adjust the guide there. But we're cautiously optimistic given what we're hearing from the builders, a lot of optimism out there. But we're realistic too, knowing that if you look at starts for single family over the last two quarters, it's significantly below where completions have been running. So that's going to work its way through the system. But any meaningful uptick in starts from here will be upside to the forecast we have out there. And I'll just remind you that historically, as a management team, we lean to the conservative side. So, like I said, we're cautiously optimistic about the future.

And Joe, this is Robert. Just to add on to that. I mean, I think the team in the field has done a really nice job relative to the other opportunities as well, like the light commercial business. What's happening on the commercial and industrial side. And to Rob's point, what we're seeing and hearing from builders, we're seeing more specs coming out of the ground as well. So we think there's a lot of positive signs out there. And to Rob's point, that's only going to be upside to our guidance.

All right. Understood. Very encouraging. And maybe could you just talk about any considerations with multifamily the rest of the year? I think there had been some discussion about the product mix requiring more loosefill. So could you maybe just discuss the supply/demand and pricing specifically for loosefill maybe relative to the batts or any other multifamily considerations we should be aware of?

Yes, this is Robert again. Given the multifamily backlog, we definitely expect it to continue through 2023 and into 2024. We are well positioned from a product standpoint for what is needed for loosefill in multifamily construction, which requires more loosefill installation. Our teams have good visibility into the bidding trends and backlog, as well as the bidding rates from the field, so we are optimistic about the multifamily projects in the latter half of the year and the bids we have, along with some potential market share growth in that part of our business.

Our next question comes from Mike Rehaut with JPMorgan.

First, I wanted to focus a bit more on the residential sector. My second question will be related to the industrial mechanical side. Regarding residential, can you provide insight into what your guidance indicates for the outlook on starts for the year? As Rob mentioned, first quarter single-family starts are around 840, significantly lower than last year. Is there an implicit expectation for an increase in starts as the year goes on? If, for example, starts were to accelerate in the second quarter, would that primarily translate into increased activity in the third or fourth quarter for your team?

Yes. And Mike, this is Rob. I mean I think it's really important as we look at the data to break it down between single-family and multifamily, right? So multifamily starts remain strong. The backlog is very strong there. We had a great quarter for multifamily. We've been outbidding multifamily, getting ready for the slowdown we've seen comment on the single-family side. So really happy with the field's work on that side of things. And we expect that backlog to last us through the remainder of this year. And then on the single-family side, like I mentioned earlier, I mean, the start data, it's obvious here the last couple of quarters, starts are running about 24% below where completions were. But we're, like I said, cautiously optimistic given what we're hearing from the builders, more spec homes potentially more starts, and an increase in starts from where we are today would be upside to what we have in our forecast right now.

So just to be clear before I hit my second question, what does your forecast reflect? Does it reflect starts remaining at current levels for the rest of the year? Or some type of modest improvement? Any color there?

Yes, I'd say it's flattish from where we are today. I mean it could be modestly up or down given the range we have out there. But like I said, any meaningful movement in either direction is going to be upside or downside to what we have out there.

Okay, great. And then secondly, regarding the commercial mechanical side, you mentioned there is strong bidding activity and involvement in various projects heading into 2024. How does that impact your outlook for 2024 compared to 2023? Given the current trends, do you anticipate any growth? Any insights on that would be appreciated as well.

Hi, Mike and Robert. I believe the future looks promising due to a significant amount of work that has been held back in the industrial mechanical sector. After the slower recovery in 2021 and 2022, we're now seeing these projects emerge, including new initiatives in industrial onshoring and the food and beverage sector. We've also discussed major projects in the chemical sector. Additionally, there's a lot of scheduled maintenance, repair, and operations work, which provides a consistent revenue stream that we value in this business. We're anticipating this MRO work will materialize in 2023 and continue into 2024. Our strong fabrication capabilities and engineering prowess enable us to effectively serve refineries and other unique projects, allowing us to take advantage of the recurring MRO revenue. Therefore, my comments reflect a very positive outlook for the industrial mechanical sector for these reasons.

Our next question comes from Adam Baumgarten with Zelman.

Just curious what you're seeing from a pricing perspective in the residential business. Has there been any kind of competition sprouting up that's kind of outside of the norm?

Yes, Adam, this is Robert. So look, given the tightness of continued tightness of material and labor from that perspective, I think things have been pretty steady relative to that. I think also given where we are in the chain there from a construction cycle, I think the builders realize that value as well. So I'd say nothing out of the ordinary from that perspective. And I think if you look at our results, our field teams have done a great job of walking that balance of volume and working to get price the stuff as well, again, for the value that we're bringing to the customer.

Okay. Got it. Yes. That's good to hear. I guess just also just on the prospect of additional price increases on the fiberglass side, how are you guys thinking about that for the balance of the year?

Yes. As we said previously, we expected the inflation to moderate this year. I think there's still some inflation there. I think you also saw some of the previous results from the other public fiberglass manufacturers, they talked about price in the first quarter. So we expect it to that be stabilized. But I think it will all depend on the demand curve, what starts to look like the back half of the year. I think that could drive any future action from the cost increase perspective.

Our next question comes from Keith Hughes with Truist Securities.

You mentioned in your prepared comments that the commercial industrial sector is expected to grow low to mid-single digits for the year. Can you clarify whether there's a distinction in growth rates between those two? Is this growth rate consistent with the business you mentioned that was up 8% in the first quarter?

Yes. So Keith, this is Rob. So yes, you're correct that when we talk about it being up low to mid-single digits, that's what's baked into our guidance. We obviously exceeded that a little bit in the first quarter, up 8.2% overall for the Company on the commercial industrial front, which was strong on both the install business and on the specialty distribution business. So I think it really a testament to what we've been talking about the strength of our diversified model and diversified end markets, this is going to be a year where we can really show that with the commercial and industrial side of the business growing. So we're optimistic for the back half, but we're still sticking with that low to mid-single-digit growth for the year, but obviously had a really great first quarter. As far as segregating between the two commercial and industrial, I'd say, there wasn't a meaningful difference between the two in the quarter or in our outlook.

Okay. One other question on that. The numbers you are referring to, does that include pricing? And if so, roughly how much?

Yes, it includes price, but we don't break price down between residential and commercial. Definitely, there's more price flowing through on the residential side, given the higher fiberglass content on that side of things. But we don't have the split of that.

Our next question comes from Phil Ng with Jefferies.

Congrats on another strong quarter. Robert, really appreciate some of the color around some of these bigger projects that you highlighted earlier onshoring, petchem, all that good stuff. Certainly, there's some concerns about tighter letting conditions. I wouldn't imagine you would have much impact this year. But looking out to 2024 and beyond, curious what you're seeing on the bidding activity. Can you kind of help size up big versus small, I would imagine some of your bigger projects, bigger customers wouldn't have much problem getting capital, but maybe the smaller guys and your ability to kind of move stuff around in terms of labor if one part of the segment was a little stronger versus the other? Sorry, a lot to unpack there.

Thanks, Phil. You're right about our ability to adapt to fluctuations in different regions. When considering our projects, especially the large ones, it’s important to note that on the MRO side, much of the work is already well-funded and is looking positive for the future. Some of this MRO is essential for operations in industries like refining and food and beverage. That's a key benefit for our MRO business. Regarding our new projects, most are already underway and funded, which is why we refer to them as long-running projects; they will extend well into 2024 and 2025. We haven't felt any negative impact yet. Given our diverse business mix and various opportunities, we feel optimistic. Even within the commercial industrial sector, we aren't overly concentrated in any one area. We're engaged across sectors including food and beverage, industrial, semiconductor, EV, and liquid natural gas, all of which will require necessary infrastructure. So we feel good about our position. We will continue to monitor the situation like everyone else, but we haven’t seen any concerning signs so far, nor have our larger customers reported any issues.

That's great color, Robert. And then from an IRA Act standpoint, I believe there's some tax credits for the average homeowner and potentially even the builders. Can you kind of expand on those benefits? And do you expect any uplift from that, whether it's this year or going to 2024?

Yes. When considering homeowners, there's definitely a focus on energy efficiency and the potential for rebates. As people consider reinsulating to enhance energy efficiency or take advantage of rebates, we anticipate capturing that business through our specialty distribution segment. The smaller contractors involved in that work are our primary customers in specialty distribution, particularly in the residential area. Regarding infrastructure, I mentioned the Salt Lake City Airport as an example; projects like these will certainly benefit us in the industrial commercial sector, although quantifying that impact is challenging. However, since we operate across that entire spectrum, we expect to see positive momentum from these developments as related legislation is enacted, impacting both commercial and industrial sectors.

Okay, super. And great job in retooling the portfolio to kind of to happen to some of these growth avenues.

Yes. Thank you, Phil.

Our next question comes from Stephen Kim with Evercore ISI.

Thank you for all the support and guidance. Congratulations on the quarter. You made an interesting remark earlier when discussing residential sales. You mentioned that first-quarter sales were generally in line with expectations, but it seems that the sales environment for residential has significantly exceeded industry expectations. I want to confirm that you are also observing this trend. Additionally, we anticipate a potential shift in market share towards larger builders, as they have the financial resources to engage in more speculative building, unlike smaller firms that may struggle due to regional bank stress. Given this potential shift in market share, do you think it is reasonable to expect a slight decrease in incremental margins for the residential installation side of the business later this year?

Yes. So I'll start off, Stephen, this is Robert on that and try to hit it. I'm sure Rob will add on some comments as well. So I think on your large production builder coming, I think you're exactly right. I mean, what we're seeing and obviously what the builders are saying around the spec home piece and having the balance sheet to support that, seeing us come out of the ground. Yes, I think you're absolutely right about that. They'll get ahead of the curve here as things stabilize and that allow for some share gain piece of it. I think given the material situation, the labor situation, our relationships with those production builders, we're not too concerned from a margin perspective if that shift happens or that share shift happens with the production builders. So no concern from that perspective. Back to your Q1 comment, and then I'll hand over to Rob if he's got any add-ons. I think whenever we say in line, we saw what happened to single family. It was pretty flat. Multifamily was up really, really healthy given what our teams in the field have done exactly what we expected, talked about distribution volumes, commercial industrial is strong, what we expected, a little bit down on the residential distribution side given some lowered inventories by the smaller contractors as well as the shift in multi-family, and then we talked about came in as we thought those were some of the dynamics we thought would play out in the quarter, and they did.

Yes. Yes, Stephen, I'd just add, I mean, I think when we made that comment, we're talking in total, right, we're about where we expected. I'd say on the installed side a little better from a volume perspective. The team did a great job getting out there, getting a lot of multifamily work. And like we mentioned in the prepared remarks, residential volume on the specialty distribution side down slightly. We saw people taking inventory out, anticipating the slowdown as well as with the shift in multifamily mix, some of those smaller contractors that go for residential products, especially distribution had a little bit less share in the quarter. So those are the two things. But overall, like I said, right in line with our expectations for the quarter.

If I could follow up on your comments regarding the residential side within spec distribution, is it correct to say that the residential segment was down approximately 4%? If that figure is inaccurate, please let me know. You mentioned that the weakness in the residential sector compared to commercial and industrial was partly due to small installers reducing their inventory. In your opinion, are those inventory levels now appropriate, or could they be too low given the first quarter sales trends for homes? Additionally, you noted that the multifamily mix had a negative impact. Could you explain why the multifamily segment affects sales differently compared to single-family homes?

Yes, this is Robert. I'll address your questions. Regarding the special distribution in residential, we are seeing low single-digit performance. However, when you look at the industry, we believe our field execution in this aspect was outstanding. The team performed exceptionally well across other products and accessory lines. We’re pleased with how the team adapted to changes in the multifamily sector. Smaller contractors focused on residential and specialty distribution are likely participating less in multifamily projects, as they tend to work more with custom builders and smaller regional builders in repair and remodel jobs. In terms of multifamily projects, we noticed significant variations in the amount of materials and labor required within short timeframes, making it challenging to respond quickly. This is where our ability to manage equipment, materials, and labor effectively benefits us in the multifamily sector. Additionally, there is a growing trend in multifamily developments that incorporate light commercial spaces, with retail on the ground floor and multifamily units above. Our capability to handle various projects has allowed us to secure several valuable opportunities in this area.

Our next question comes from Carl Reichardt with BTIG.

Robert, you talked about the TAM for the business overall being $17.5 billion. What percentage of that do you think is the MRO recurring revenue side?

Yes. As we consider the commercial industrial space, we estimate the total addressable market to be between $5.5 billion and $6 billion. Looking at our business, maintenance, repair, and operations make up about 50% of the industrial segment. We have effectively enhanced our fabrication capabilities to capitalize on this market. I would estimate that our focus in this area accounts for slightly less than 50% of the total TAM. While I can't provide the exact figure, I am aware of our alignment towards this sector and how we leverage our fabrication strengths to capture and increase our market share.

Okay. And then, Rob, you talked about the working capital as a percentage of sales target going down to 12% to 14%. What are the key drivers to get that number down? I recognize there's probably some seasonality in there? And then as you look beyond '23, where do you think that number ultimately can go? What would be your target?

Yes. I would say our long-term target is still in that 12% to 14% range. I think the opportunity right now lies a little bit on the AR side, but also on the inventory side. So with things potentially slowing down here in the back half of the year, there's definitely an opportunity to squeeze some of that working capital out and generate strong free cash flow. One of the great stories of our first quarter was our free cash flow. We generated $154 million of free cash flow, up 117% for the year and for the full year, with the numbers we have out there, we should be north of $600 million of free cash flow. So we feel really good about that, and we think 12% to 14% will probably be closer to the high end of that as we close out this year, but long-term, towards the middle of that.

There are no further questions at this time. I would like to turn the floor back over to President and CEO, Robert Buck, for closing comments.

Thank you for joining us this morning. We look forward to reporting Q2 results in early August.

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