Tennant Co Q3 FY2024 Earnings Call

Good morning. My name is Regina, and I will be your conference operator today. At this time, I would like to welcome everyone to Tennant Company's third quarter 2024 earnings call. This call is being recorded. There will be time for a Q&A at the end of the call. Please press star one if you would like to ask a question. After the Q&A, please stay on the line for closing remarks from management. If you have joined our call today via telephone and logged into the conference presentation on your computer, please mute the audio on your computer to avoid potential quality issues during the call. Thank you for participating in Tennant Company's third quarter 2024 earnings conference call. Beginning today's meeting is Mr. Lorenzo Bassi, Vice President of Finance and Investor Relations for Tennant Company. Mr. Bassi, you may begin.

Good morning, everyone, and welcome to Tennant Company's third quarter 2024 earnings conference call. I'm Lorenzo Bassi, Vice President, Finance and Investor Relations. Joining me on the call today are Dave Huml, Tennant's President and CEO, and Fay West, Senior Vice President and CFO. Today, we will provide an update on our 2024 third quarter performance. Dave will discuss our results and enterprise strategy, and Fay will cover our financials. After our prepared remarks, we will open the call to questions. Our earnings press release and slide presentation that accompany this conference call are available on our Investor Relations website. Before we begin, please be advised that our remarks this morning and our answers to questions may contain forward-looking statements regarding the company's expectations of future performance. Such statements are subject to risks and uncertainties, and our actual results may differ materially from those contained in the statements. These risks and uncertainties are described in today's news release and the documents we file with the Securities and Exchange Commission. We encourage you to review those documents, particularly our safe harbor statement for a description of the risks and uncertainties that may affect our results. Additionally, on this conference call, we will discuss non-GAAP measures that include or exclude certain items. Our 2024 third quarter earnings release includes the comparable GAAP measures and a reconciliation of non-GAAP measures to our GAAP results. I'll now turn the call over to Dave.

Thank you, Lorenzo, and hello, everyone. On the call today, I will be discussing highlights from the third quarter of 2024, our outlook for the remainder of the year, and the progress on our enterprise strategy. I am pleased to report on our strong third quarter results. Lapping a record high third quarter in the prior year, we delivered both organic net sales growth and increased adjusted EBITDA. As we anticipated, this quarter's performance was driven more by incoming orders and less from backlog reduction. With this growth momentum, we are well-positioned to achieve our 2024 guidance and continue to execute our enterprise growth strategy effectively. For the third quarter of 2024, net sales increased three point six percent to $315.8 million. Adjusted EBITDA rose to $47.9 million, yielding an adjusted EBITDA margin of 15.2%. Order rates were very strong in the third quarter, increasing high single digits compared to the same period in 2023. On a year-to-date basis, order rates have increased mid-single digits and are above our long-term revenue growth target of three percent to five percent. This quarter also marks the second consecutive quarter with strong order growth across all our geographies, a trend we believe will continue in the fourth quarter. Unpacking the third quarter, our business results varied by geography. In the Americas, order rates during the quarter were up compared to the prior year period, significantly outperforming the average growth rates we have seen in the region over the past few years. This was the result of both pricing and volume growth driven by our enterprise strategy initiatives. We reduced our backlog in the quarter at a faster pace than expected due to order softness within our North America industrial products. Overcoming currency-related headwinds in Brazil, our strategic investments in the Americas continue to deliver order rates outpacing market growth, reinforcing our confidence that our strong leadership position is growing. In EMEA, continued market demand softness this year was compounded in the third quarter by lapping a previous quarter with higher backlog benefits. Despite the overall sluggishness, we continue to see some positive signs in the region. Third quarter order rates increased double digits, and year-to-date orders are up mid-single digits. Go-to-market initiatives helped drive double-digit growth in the UK compared to the prior year period, and Italy saw strong organic growth as we expanded our distribution network. Lastly, TCS, our previously announced acquisition in Eastern Europe, continues to perform ahead of expectations. Turning now to APAC. Our APAC region accounts for seven percent of our enterprise-level sales, with China and Australia combined accounting for over sixty percent of this region's revenue annually. Business performance in this region was primarily impacted by stark declines in China, where overall market demand has slowed considerably. Australia is also showing signals of slower demand, reflecting customers' growing economic uncertainty. As has been widely reported, excess manufacturing capacity and government-induced overproduction in China are pressuring market prices in our mid-tier product offerings and impacting our results. We do not see this dynamic changing for the remainder of the year. To counter this, we have strategically shifted our focus to vertical markets and product categories that are more insulated from this broader market dynamic, particularly through our Tennant-branded legacy product offerings, which delivered strong growth in the third quarter. Turning now to strategic initiatives. Last year, we introduced the three pillars of our new enterprise strategy: growth, performance, and people. Pricing is a critical piece to driving growth. During the third quarter, we continued to see price growth across each of our geographies. At an enterprise level, we are targeting approximately fifty to one hundred basis points of annual price growth as part of our long-term goals. We are well-positioned to achieve that in 2024 and expect our pricing realization to more than offset inflationary pressure for the full year 2024. New product development is another important focus area in our growth strategy. By launching innovative new products, we help our customers solve their most pressing challenges, capitalize on emerging technology and market trends, and differentiate our offerings from our competitors. At an enterprise level, we are targeting new product development to add approximately one hundred and fifty to two hundred basis points of growth as part of our long-term goals. Earlier this year, we introduced our iMOP family of products into new geographic markets, including Brazil, France, Portugal, and Spain. This international expansion has driven incremental growth of iMOP products during the current year, and we anticipate continued growth through increased country, channel, and brand access as we look ahead to 2025 and beyond. In September, we launched our new T291 small walk-behind scrubber into the North American market. Designed for use in both hard-to-reach spaces and open areas, the T291 is a walk-behind scrubber built to simplify and improve facility management by combining cleaning power and maneuverability. Our product line extensions have proven to be an effective strategy, positioning our mid- and premium-tier products to grow share, generate incremental revenue, and margin. The third area of focus for our new product development efforts is AMR. The strong market reception for the X4 Rover, combined with continued high demand for our existing AMR products, has been encouraging. In the third quarter of 2024, we saw significant repurchases from and are reaching new AMR customers with the X4 Rover, which officially launched in EMEA during the quarter. In the first nine months of 2024, we have deployed over two thousand two hundred units, bringing our cumulative AMR total to over eight thousand seven hundred units deployed since introduction. We continue to be pleased with our progress on driving disruption in robotics and growing our AMR portfolio, which now accounts for approximately five percent of net sales at the enterprise level for the first nine months of 2024. The launch of the X4 Rover alongside our strong AMR performance fuels our optimism as it relates to our long-term growth strategy. Shifting to the performance pillar of our enterprise strategy, our ERP modernization journey is one of the key components within our performance pillar. The project is on track, and we have hit our current year milestones related to the design and build phase of the implementation, with staggered go-live launches planned for 2025. Our significant investment in this ERP project will provide a strong and secure digital infrastructure to enable globally standardized processes and systems, where scalable growth by better serving more customers and unlocking operational efficiencies. Looking ahead, we anticipate a strong finish to 2024, driven by increasing order growth across all geographies. This momentum, supported by our strategic initiatives, is expected to continue promoting higher order growth in 2025. While this order growth bodes well for our long-term outlook, other dynamics will shape our 2025 performance.

Our key enterprise growth drivers will continue to fuel our growth and help drive our long-term revenue growth targets of three percent to five percent. Additionally, we will continue to prioritize investments aligned with our long-term growth pillars while maintaining strict spending discipline. With that, I will turn the call over to Fay for a discussion of our financials.

Thank you, Dave, and good morning, everyone. In the third quarter of 2024, Tennant delivered GAAP net income of $20.8 million compared to $22.9 million in the prior year period. Net income for the quarter benefited from increased net sales, primarily driven by effective price realization and volume growth in the Americas. However, this positive performance was partially offset by volume declines in EMEA and APAC. Additionally, operating expenses rose this year due to the ERP implementation costs as well as integration costs related to our acquisition of PCS, which totaled $4 million in the quarter. Beyond operating income, interest expense in the third quarter was $0.6 million lower than the prior year period. This reduction was primarily due to a decrease in debt balances coupled with lower interest rates. Our average interest rate, net of hedging, for the third quarter of 2024 was 4.63% compared to 4.92% in the prior year quarter. Income tax expense in the third quarter was slightly higher than the prior year period. Our effective tax rate was 24.4% in the third quarter of 2024, compared to 23.4% in the prior year period. The increase in the effective tax rate was primarily due to an increase in nondeductible executive compensation and an unfavorable change in the mix of forecasted earnings by country. We anticipate that our full-year effective tax rate will be within our guided range of 22% to 27%. Excluding ERP implementation costs and other non-GAAP costs, adjusted net income in the third quarter of 2024 was $26.6 million compared to $25.4 million in the prior year period, a 4.7% year-over-year increase. Adjusted EPS for the third quarter of 2024 increased 3.7% compared to the prior year period to $1.39 per diluted share. Looking a little more closely at our quarterly results, for the third quarter of 2024, consolidated net sales totaled $315.8 million, reflecting a 3.6% increase from the $304.7 million reported in the third quarter of 2023. Acquisitions contributed 1.3% of this growth, while changes in foreign currency exchange rates had a negative impact of 0.4%, primarily affecting our operations in Brazil. On a constant currency basis, organic sales increased 2.7%, with 1.8% attributable to price increases and 0.9% due to volume growth. On a consolidated basis, order activity grew mid-single digits, driving higher equipment sales, particularly in the Americas. However, volume in the current period was adversely affected by sluggish economic conditions in EMEA and a challenging business environment in APAC. As a reminder, we group our net sales into the following categories: equipment, parts and consumables, and service and other. In the third quarter, we experienced growth in both equipment and service product categories compared to the prior year period. Equipment sales grew 3.7%, and service increased 9.2%, while sales for parts and consumables remained unchanged. Tennant also groups its sales into three regions. The Americas includes all of North America and Latin America, EMEA covers Europe, the Middle East, and Africa, and Asia Pacific includes Australia, China, Japan, and other Asian markets. Organic sales in the Americas increased 4.6% compared to the prior year period. The increase in net sales was driven by a 60/40 split between volume and price. Volume growth across the region was generated primarily from our commercial equipment sales, while volume growth in our industrial equipment was flat. Organic sales declined 0.8% in EMEA due to volume declines in both equipment sales and parts and consumables, partially offset by price realization in all product categories. EMEA volumes were impacted by weaker than expected market conditions and a smaller contribution from backlog reduction in the current period. Organic sales decreased 4.3% in APAC, primarily due to volume declines in China and Australia, partly offset by price growth in Australia. As Dave mentioned earlier, challenging business conditions persist in the region. Adjusted EBITDA for the third quarter of 2024 was $47.9 million, up 4.4% compared to the third quarter of 2023. Adjusted EBITDA margin for the third quarter of 2024 was 15.2% of net sales, up slightly compared to the third quarter of 2023. Gross margin was 42.4% in the third quarter, a 90 basis point decrease compared to the prior year quarter. The margin rate decrease is attributed to inflationary pressure on materials as well as elevated freight costs. Unfavorable geographic and customer mix also contributed to the decline, but to a lesser degree. This was partially offset by price realization. Our overall margin profile can be impacted by shifts in our geographic, product, and customer mix. During the first half of 2024, as we reduced our industrial equipment backlog, our overall margin rate benefited from this higher margin profile shift. In the third quarter, as orders for our commercial products increased, our product mix became more balanced. We expect this balanced mix to continue in the fourth quarter of 2024. Our pricing and cost initiative efforts during the year have positioned us to achieve our EBITDA margin expansion target for the full year of 2024. Adjusted selling and administrative expense in the quarter totaled $88.7 million, a $0.5 million increase compared to the third quarter of 2023. Adjusted S&A expense as a percent of net sales was 28.1%. This is an 80 basis point improvement compared to the third quarter of 2023. Turning now to capital deployment. Net cash provided by operating activities was $30.7 million during the third quarter compared to $54.4 million in the year-ago period. Operating cash flow during the quarter was impacted by investments in the ERP project as well as working capital investments related to inventory. We generated free cash flow of $6.4 million for the quarter, which included investments in the ERP of $9.4 million. When excluding these non-operational cash flows, we converted 154% of net income to free cash flow during the quarter. The company continues to deploy cash flow toward operational capital needs and to return capital to shareholders in line with its capital allocation priority. During the third quarter, the company invested $4.3 million in capital expenditures and returned $13.3 million to shareholders through dividends and share repurchases. Yesterday, we announced a 5.4% increase to our annual dividend, raising it to 29.5 cents per share. This marks the fifty-third consecutive year Tennant has increased its dividend payout. Tennant's liquidity remains strong, with a balance of $91.3 million in cash and cash equivalents at the end of the third quarter and approximately $439.3 million of unused borrowing capacity on the company's revolving credit facility. As previously announced in August, the company refinanced its existing debt agreement, increasing its revolving credit facility limit to $650 million. This provides the company with increased flexibility and capability to fund growth through M&A and create value for our stakeholders. The company continues to effectively manage debt and maintain a strong balance sheet. Our net leverage was 0.56 times adjusted EBITDA, below our targeted range of one to two times adjusted EBITDA. Moving to 2024 guidance, overall, based on the strong order growth rates and demand for our products and services, we are reaffirming our 2024 guidance. We will remain disciplined and prudent in our spending, focusing on investments in areas that position us for growth and increased operating efficiency. For 2024, Tennant reaffirms the following guidance: net sales in the range of $1.28 billion to $1.305 billion, reflecting organic growth between 2.5% to 4.5%. Adjusted EPS of $6.15 to $6.55 per diluted share, which excludes certain non-operational items and amortization expense. Adjusted EBITDA in the range of $205 million to $215 million. Adjusted EBITDA margin in the range of 16% to 16.5%. And capital expenditures of approximately $20 million. With that, I will turn the call back to Dave.

Thank you, Fay. In summary, I am very proud of the global team and our ability to continue our growth trajectory. As we carry this momentum through the end of the year, we are well-positioned to achieve our 2024 guidance. I am optimistic about the positive returns we are seeing from the investments we are making in the first year of our enterprise growth strategy. The work the team is doing is helping create the framework to reach our long-term financial targets of 3% to 5% sales growth and annual EBITDA margin expansion between 50 and 100 basis points. Our strategy is centered on creating value for our shareholders through returning capital via dividends and share repurchases, as well as a renewed focus on value creation through acquisitions. Growth through acquisitions presents an exciting opportunity to capitalize on megatrends, expand our total addressable market, and drive growth. We are excited about the opportunities here at Tennant. As we continue to make investments fueling our growth, we are addressing backlog headwinds and driving forward with the transformational ERP modernization project. This ERP journey will empower us with real-time insights, enabling smarter, faster decision-making across the business. The foundation our team is building now is paving the way for our future success. If you wish to learn more about our company and the direction we are heading, we are hosting an investor day on November 13th in Chicago. With that, we will open the call to questions. Operator, please go ahead.

At this time, if you would like to ask a question, simply press star followed by the number one on your telephone keypad. Our first question will come from the line of Steve Ferazani with Sidoti. Please go ahead.

Morning, everyone. Appreciate all the detail on the call. You've covered a lot of ground, so a lot of numbers. So I want to see if I can work through at least a couple of big topics if that's okay. I want to start with the AMR. It sounds like if it's five percent year to date, five counting five percent of your year-to-date net sales. It sounds like that's really, if any, understating the performance. Right? Because as I recall, you only began shipping the new rover into Q2, and now you've just moved to EMEA in Q3. Is that accurate? That really if you if we're looking at it from the period when you started launching the product, that would be a much higher number.

Good morning, Steve. Thanks for the question. Just to clarify, the five percent number is on total revenue for all of our AMR products.

So I think maybe you were right. I mean, you're referring to the but I'm assuming the rover is the biggest driver this year. Is that not accurate?

Well, Rover is part of the driver, but it's a really great question. Underneath it, we are growing differently in our legacy AMR product as well as benefiting from the X4 Rover. And when you think about the X4 Rover, we're really excited about it. We believe it's a game changer for us. We really started shipping the X4 Rover in Q2 in the North American marketplace and later in Q3 in the European marketplace. So its performance is not a dramatic driver of that five percent data point.

Okay. When I think about when you launch the fur when you initially launched AMR, it was driven primarily by two or three big orders. Is Rover the performance of Rover's demand different?

Yeah. So if you think back to the if you open the app and think about the AMR journey we've been on, we had a large strategic account order that we were public about right out of the gates in 2020 and took into 2021 as well. Since then, we've launched additional models and the T380 AMR and the T16 AMR, and now with the X4 Rover. We are very fast out of the gates with the X4 Rover, but as I mentioned, we've really only got a quarter and a half X4 Rover impact in the year-to-date numbers. And less than a quarter's impact and EMEA impact results in the year-to-date numbers. So my point being, we expect X4 to continue to ramp as a percentage of our total AMR sales. And it's important to note the pipeline for X4 and actually the pipeline for all of our AMRs is really strong here as we look out into Q4 and beyond.

Excellent. Appreciate that, Dave. Help me out with the backlog. There are a lot of numbers there. So now it sounds like let me make sure I got these right, and I can ask. You've converted $80 to $100 million this year. You're expecting $130 million full year. As I recall, that compares to I think you converted $140 million last year. And are where are you will you be at a normalized rate by year-end?

Yes. So Steve, your numbers are good. We had guided to an $80 to $100 million backlog reduction as we started the year. We're actually going to deliver now, but we believe about $130 million in backlog reduction. That compares to $140 million in the prior year, and we expect to exit the year with normalized backlog, which means we're back to market competitive lead times and selling our entire product portfolio at the lead times that our customers expect.

And then it sounds like you also commented the reason you're able to convert so much of the industrial backlog this year was industrial orders have been a little bit slower. I mean, does that set you up for not only challenging sales comps next year, but also your mix is going to be dramatically shifted. Right? Particularly if industrial is slower.

Yeah. I think it's important to dimensionalize that comment about industrial softness because really it's a very narrow set of products. And we mentioned earlier that our backlog had become increasingly consolidated in North America and on fewer newer product lines. Those were the lines where we saw the softness in incoming orders, which allowed us then to drain the backlog more quickly than we expected. And when you dig deep into what drove the softness in those particular industrial products, it's really a story of a few customers and the rental channel, which we referenced in the transcript. I can put more color around the rental industry dynamic if you'd like, but we believe it's a correction kind of in that industry or coming off of the supply chain crisis.

We don't expect it's going to rectify itself that specific. Situation, you know, anytime soon in 2025. But beyond that, we see opportunity in the other industrial vertical markets and the industrial products. So we'll solve for that acute problem in that specific vertical market and industry. It's not a broad-based industrial downturn. Does that make sense to you? Yeah. So because I mean, I remember at the beginning of the year, the view was the industrials could be strong because of the labor-saving opportunity where there were obviously labor shortages. But what you're saying is that was still playing out. It was specific to the rentals market only where you've seen the softness.

Correct.

Okay. Okay. That's helpful. Last one for me because I don't want to take up too much time here. I want to let other people have a chance. But can you update us on where you are with the ERP modernization time and cost that remain, and you could walk through what that can mean on the financial side once that's completed.

Yeah. Let me walk through the project sort of where we're at on scope, timeline, and fill in the details on the financials behind it. I'm really pleased with progress on this major transformational project for Tennant Company. We're ending year two of the program. We're in the design and build phase. We're actually building out the system to meet our requirements and configure it to match our business. The team has done a fantastic job, and this has required a significant lift from many resources across the company. We are benefiting greatly from our partners, significant lift by our team around the world, and also guidance by our board that has experience with multiple ERP deployments in other industries, other companies. So we feel like we're really well-positioned. We're on pace as far as scope and functionality deliverables as we move through Q3 and are optimistic about our outlook. 2025 is a big year for the program. We have staggered go-lives planned geographically around the world beginning in Q2. And so it'll be all hands on deck to make sure that we can deploy the system effectively, help our team members as they change to the new way of working with the new standardized global processes, avoid business disruption, and realize the benefits both tangible and intangible of having a common ERP around the world.

And Steve, just to put some numbers around it. Year to date, we've spent approximately $25 million. Of that $25 million, $9 million is running through the P&L, and $16 million has been capitalized. On a full-year basis, we anticipate spending right around $37 million, which was in line with our original expectation. And the breakout there would be similar as far as what gets capitalized and what went through, you know.

And what's remaining? For costs and timing?

Yeah. So as Dave mentioned, we've got a year of deployment in 2025, staggered throughout the year, and I suspect likely some of that, given the timing of deployment, will run into the early part of 2026. We're in line with our anticipated cost projections for the project that we outlined early on. So we are tracking timeline-wise and tracking dollar-wise.

Okay. And what do you think the impact can be in terms of do you view this as potentially beyond just the speed and convenience? Is this a margin-enhancing project for the business?

Yes. So we're planning on efficiency savings between $10 million and $15 million, and we continue to refine and enhance those estimates as we build the system and understand the true functionality we can deliver in that time frame to realize the efficiency savings. And that's really only part of the story. You know, the rest of the benefits are going to be less tangible and quantifiable in the P&L, but we're looking for enhanced decision-making by putting better data in people's hands to make faster decisions, capitalize on opportunity, and candidly just serve more customers better with less manual effort required. So there's a $10 million to $15 million kind of efficiency planning target we have out there. We'll update you as we move through 2024 and into 2025 on how that number is shaping up as we finalize the estimates.

Great. Thanks, Dave. Thanks, Fay.

Thank you.

Our next question comes from the line of Tom Hayes with CL King. Please go ahead.

Hey. Good morning, everyone. Thanks for taking my questions.

Good morning.

Hey, Dave. Maybe I've got a couple of geographic-based questions. I think you mentioned APAC. You know, obviously, I think everyone knows or kind of understands that China's been a pressure point for you and everyone in the industrial world for a while. Just wondering, you had kind of highlighted in your prepared remarks some initiatives or actions you're taking in that market. Could you just maybe just go over those a little bit more?

Yeah. Yeah. I'd be happy to. And you know, the headline story around APAC's performance is really that market-driven softness in China. You know, China, and this has been widely reported in the mass media, China's trying to overcome some significant macroeconomic headwinds. And we are not immune to those pressures. And the way that's manifested itself and shown itself in the market we serve is that there is overcapacity from a production standpoint on decreasing demand in the market as well as government-incentivized overproduction. So we've seen price pressure primarily in the lower end of our product line. You would say commercial products and down as kind of the great competitive price point products that we have in our portfolio. And so what's happened is there's this price war going on amongst competitors. And what we're not doing is chasing the price down the sewer. We're being very intentional about where we're choosing to participate in this market environment where there's this much pricing pressure to make sure that where we are taking orders, we're going to do it profitably, and it's taking about a volume for us. So we're being very intentional in reacting to this market dynamic within China. And there's a halo effect of this dynamic outside of China because as the overproduction is unable to find a home in the local China market, they're exporting their production at really reduced market rates. So you're seeing some impact throughout Southeast Asia and elsewhere of these exported low-priced units. So what we are doing in response is flexing our resources to focus more on the higher end of our line. And for us, that's our industrial product. In that space, there are just fewer competitors. We are product advantaged in that space, have a legacy of product leadership. So we're well known as a preferred partner in that space. And from a selling perspective, these are more single-site sales up and down the street. Where our direct selling capability gives us an edge and our direct service gives us an edge over distribution, for example. Selling into distribution because we have that direct relationship with any of these customers. So what we're doing is flexing our selling organization to focus more on the industrial vertical markets to try to drive volume where we can get growth at decent margin. Accretive margin rather than kind of just chasing this commercial product as it moves ratchets down in price points.

No. I appreciate the color. Maybe shifting over to EMEA. It sounds like the acquisition that you guys did, I think it was earlier this year or early last year on the distribution platform, is performing well. Just your thoughts on that progress.

Yeah. It's going really well. I appreciate you mentioning and asking the question. Going really well. Really pleased with the performance of the business. You know, we bought a business that's made up of a group of really talented long-tenured people who have longstanding customer relationships in these markets, and they just had not been appropriately equipped to address all the opportunity in their markets, whether that be from a training perspective, from a go-to-market strategy perspective, from a product assortment perspective. So I'm really proud of the Tennant team for coming in, embracing the acquisition, moving intentionally with aggressive growth plans so that we can get the products into the hands of the sellers and the sellers trained so they can take those products in front of the end-use customers. And the early returns are really positive. I continue to be very bullish on this acquisition. I think it's an excellent example of where we can put our capital to work to create value for shareholders within our core space, our core bidding market.

Okay. I appreciate that. Maybe just one on the AMR business, and then I know you covered a lot of it with the previous caller, but I was just wondering about production capacity. I know you had some not too long ago, but, you know, what are you thinking about on that outlook, especially with your commentary that demand remains pretty robust?

We did. You referenced an earlier call on the X4 Rovers and orders likely to come, and we decided to make the investment to roughly double our production capacity versus the original launch plan on X4 Rover. I'm pleased to report we're making great progress securing orders for that increased production. So I think that's proven to be a smart move by the team to double down on the product in that space. Listen, I think there's a lot of upside for AMR for us in 2024 and out into 2025. And I would remind you we're solving for one of our customer's most pressing problems, which is the availability, the cost, and the reliability of labor. All of our equipment enhances productivity, but AMR specifically reduces the reliance on cleaning labor that is increasingly hard to find and expensive. We are demonstrating success with our legacy AMR products. We've gained some significant refleet orders in addition to fleet orders on our T7 AMR, for example. Our T16 AMR was the last before the X4 Rover, that was the most recent introduction that's focused on industrial applications, and the uptake on that product has been really, really great and excited about the upside on T16 AMR. And X4 Rover, listen, I've spent a lot of airtime on it. As our first ground-up purpose-built AMR product, I think it's a real game changer for us. And our customers are telling us that it solves a real need they have in a differential way. And so I think we've got a lot of upside on X4 Rover. You know, if you narrow your view and just think about 2025, we had a midyear launch of X4 Rover in North America and a late Q3 launch of X4 Rover in EMEA. So even just straight-lining for full-year availability in 2025 provides mathematical upside. The pipeline looks very robust. Now we just have to get out and convert the pipeline of interest into a pipeline of POs.

Okay. Maybe one more, if I could. Just on your new product launch on the T291, what are there any specific markets that's addressing?

Yep. This is really a product that's born out of our product line extension strategy, where we look at the platforms, the hardware platforms we have from our acquired businesses in IPC and Gaomei, and consider rebranding them into this case, Tennant brand so that we can take it through our existing channels. That's a great representation of that strategy. What we're targeting is smaller store formats with this product line. It's really compact and highly maneuverable. It's capable of cleaning wide-open spaces, but it really shines when you get into tighter spaces. So think about smaller format retail environments that have checkout aisles, or even tight aisles that need to be navigated. Think about grocery stores, think about smaller store format retail, general merchandise retail, clothing stores, etc. Which is really that's kind of bread and butter applications for us because we sell the large format stores, but when we get into smaller format stores, some of the equipment historically is rather hard to navigate the space. So we think this gives us an opportunity to penetrate smaller store formats in retail vertical markets, but also vertical markets like education and healthcare as well.

Appreciate the color. Thank you very much.

Thank you. And since there are no further questions at this time, I would like to turn the call over to management for closing remarks.

I want to thank you all for your participation today and your interest in Tennant Company. This concludes our earnings call. I hope you have a great day.