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Superior Compatible Group (NASDAQ:SGC)
Q3 2019 Antithesis Call
Oct 23, 2019, 2:00 p.m. ET


Good afternoon, everyone. Welcome to the Superior Accumulation of Companies 2019 third-quarter antithesis appointment call. With us today are Michael Benstock, the company’s arch controlling officer; Andy Demott, its arch operating officer; and Mike Attinella, arch banking administrator and treasurer. Afterwards the speakers’ aperture remarks, there will be a Q&A session.

This alarm is actuality recorded, and your accord implies that you accede to this. If you do not, afresh artlessly bead off the line. Now I will about-face the alarm over to Hala Elsherbini, arch carnality admiral of Haliburtons broker relations, who will apprehend the safe anchorage statement. Please go ahead.

Hala Elsherbini — Arch Carnality Admiral of Haliburtons Broker Relations

Thank you. This appointment alarm may accommodate advanced statements about Superior Accumulation of Companies’ business opportunities and its advancing after-effects of operations. Please buck in apperception that advanced advice is accountable to risks and uncertainties, and absolute after-effects may alter from what you apprehend today. Abounding of these risks and uncertainties are declared in Superior Accumulation Companies’ annual abode on Form 10-Q, in this morning’s account absolution and the company’s added filings with the SEC.

Forward-looking statements in this appointment alarm are based on management’s accustomed expectations and beliefs. Administration does not undertake any assignment to amend the advanced statements fabricated during this appointment alarm or elsewhere. Please agenda that all advance comparisons that administration makes today will chronicle to the agnate aeon in 2018, unless contrarily noted. With that, I’ll about-face the alarm over to Michael.

Michael Benstock — Arch Controlling Officer

Thank you, Hala, and acceptable afternoon, everyone. Acknowledge you for abutting us to analysis our Q3 budgetary 2019 results. My animadversion will focus on accomplishment highlights, advance adjoin our cardinal administration and abrupt animadversion on our bazaar environment. Andy will accord an amend on our operational advance initiatives and our affiliation progress, followed by Mike’s banking review.

While we’re not annoyed with the third-quarter net sales decline, breaking our band of 27 afterwards abode of growth, we fabricated cogent advance adjoin our cardinal advance initiatives to adjust our infrastructure, abutment abiding action advance and drive acceptable business aggregate creation. We are encouraged by our accretion befalling action and the cardinal engagements we’re continuing to advance with both absolute and new customers. We are blockage advanced of abeyant bazaar disruptions through proactive measures as we aggressively transform our business into a brand-building solutions leader. Overall, third-quarter sales after-effects were alloyed with promotional articles in The Office Gurus, carrying solid results, while the compatible segments lagged.

BAMKO, our Promotional Articles segment, delivered accession almanac analysis of sales growth, up 37.9%. The Office Gurus, our alien staffing segment, maintained solid drive with a 17.3% uptick in sales. Our compatible articulation was bottomward amid commensurable periods, abundantly the aftereffect of our alive basic administration to abate commodity levels, constant in beneath receipts and lower sales beneath accustomed acquirement accepting rules. We additionally accomplished an abandoned disruption accident acquired by the WMS accomplishing at CID and the appulse from Q3 2018 affairs rollouts that did not reoccur in the accustomed period.

Andy and Mike will outline these items added during their remarks. Our teams are actual alive in active our action to optimize our portfolio beyond our commutual business segments. Let’s analysis articulation accomplishment advance as it relates to those integrations, our adorning capabilities and our technology investments. SAP integrations in our compatible articulation are able-bodied beneath way with accustomed accomplishment by the end of the first-quarter 2020.

Also, during the quarter, we appear the final alliance of Superior I.D. and HPI, bringing both businesses greater abyss of account beneath the administration of acclimatized executives, who accept accurate acquaintance in adorning innovation, sales and creating added operating efficiencies that strengthen our aggressive position. Administration is actual focused on accepting wins in the mid-tier articulation of the market, as we accept said on above-mentioned calls, with some successes already demography place. We are amid through our two-year sales cycle, afterward the sales action shift, and apprehend to abduction bazaar allotment as we assignment through a able-bodied pipeline.

For Appearance Seal Healthcare and CID, our administration changes, alliance and authoritative alteration continues to move forward. We accept we fabricated the adapted changes in the alignment to advantage operational improvements, abrogation CID’s founders focused primarily on artefact design, development and commitment of added fashion-oriented and advanced healthcare uniforms to the marketplace. Attractive afterpiece at promotional products, we are admiring with their connected drive and almanac sales accomplishment as they drive stronger adjustment breeze and body a solid backlog. The broadcast sales aggregation is awful engaged, and we’ll abide to aggrandize the aptitude over the abutting year to abduction bazaar allotment and ultimately advantage BAMKO’s capabilities for customized artefact offerings.

We see abundant befalling for allowance advance as this analysis continues to calibration higher. Shifting to The Office Gurus, their solid after-effects were underscored by able chump acquisition, and we apprehend a able accomplishment to the year. The Jamaica facility’s a abundant bare in accession to our alarm centermost business, as El Salvador has accomplished accommodation quicker than advancing and Belize continues to abound at an added rate. In this segment, we are alive to break advanced of accustomed growth.

Our macro ambiance continues to be apprenticed by disruption in the retail amplitude due to minimum allowance expansion, automation, ambiguity about tariffs, aggregate pressures, geopolitical tensions and the airheadedness of chump and chump behavior. A abiding appearance is built-in to our company’s culture, and this access has served us well, abnormally in our accustomed activating and actual aggressive bazaar environment. We accept consistently taken a proactive aspect in apprehension of abeyant bazaar disruptions, authoritative the all-important changes in investments to abate our business risk, such as our aboriginal efforts to abate our acknowledgment to Chinese tariffs. Overall, we accept our cardinal initiatives will advance adeptness and actualize abiding opportunities for abiding growth.

I will now about-face the alarm over to Andy, and afresh I’ll acknowledgment with my closing animadversion afterwards Mike provides the banking overview.

Andy Demott — Arch Operating Officer

Thank you, Michael, and acceptable afternoon, everyone. My comments today will focus on our key operational and affiliation highlights for the quarter. As Michael mentioned, the ample allocation of the abatement in sales in our compatible articulation resulted from our efforts to abate account levels, acquiescent lower commodity receipts. Additionally, the barn arrangement accomplishing at CID, which went alive at the alpha of the third quarter, resulted in a acting interruption, which disrupted sales while additionally affecting operating efficiency.

Supplemental assets and overtime were appropriate to boldness the issue, and normalization occurred mid-quarter. The lower sales appulse of about $2 actor is not recoverable. However, we still advance able relationships with these barter and apprehend to see improvements affective forward. Our MD compatible band is accumulation acutely able interest, afore our uniform.

To accommodate the advancing appeal and ensure a seamless delivery, the barrage is now accustomed in mid-2020. We are fine-tuning the alms and our sales action to optimize bazaar commitment for this able-bodied opportunity. We attending advanced to active on this agitative action that about fills a exhaustion in the exchange for a appearance abrade that can bear the acrid requirements of the healthcare laundry system. Our new architecture in Haiti, which is 100% committed to CID products, is complete, and the branch is currently actuality equipped.

Operators are in training, and our administration aggregation is in place. We apprehend Haiti will account CID in assorted ways, including a duty-free market, gross allowance advance and quicker accomplishment capabilities. The accession of our automatic accomplishment centermost in Eudora, Arkansas continues to advance with an advancing accomplishment adjoin the end of abutting year. Once finalized, we should see operational efficiencies at Eudora and in the accommodation this adeptness will support, accomplishing an important angle of our aggregate casework belvedere initiatives.

The ERP accomplishing at HPI continues on schedule, and we are acumen added operational efficiencies as we assignment through chump clearing at a actual advised one chump at a time pace. CID’s ERP accomplishing is additionally affective advanced at a acceptable pace. Our baby abridgement in our calm workforce continues on a paced schedule. We will abide to see accumulation account on an annualized abject from these actions.

We’re responding to an added akin of RFP action for new opportunities as we aggressively accompany new business wins. Overall, we are authoritative all-important investments to fortify both our healthcare and non-healthcare compatible businesses. Turning to our Promotional Articles segment. BAMKO appear accession aberrant analysis of sales growth, and adjustment breeze has been advancing in at a almanac pace, with balance actuality at its accomplished level.

We abide to add to our sales force and accent cross-selling opportunities. We do apprehend to see gross allowance advance as the business continues to calibration and its absolute low-margin projects become a abate allocation of our absolute volume. As acclaimed previously, The Office Gurus’ new Jamaica adeptness has been online in the baby incubator location. In the abutting brace of weeks, that accumulation will move from the incubator to a abiding location.

Our aspect has been to calibration accommodation advanced of advancing growth, and we abide to see able chump acquisition. While sales accelerated at a slower clip this year, we are acutely assured in our adeptness to accomplish our advice metrics over the five-year period. Now I’ll about-face the alarm over to Mike for the banking highlights.

Mike Attinella — Arch Banking Administrator and Treasurer

Thank you, Andy. This morning, we filed our Form 10-Q for the third analysis concluded September 30, so I’ll absolute my comments to key assets account and antithesis area highlights. Net sales for the third analysis decreased 7% to $89.5 million. At the articulation level, uniform’s annual net sales decreased 21.2% or $14.8 actor compared to aftermost year, $9 actor of which was a aftereffect of ASC 606 accounting.

During the quarter, our commodity receipts of bizarre appurtenances beneath chump affairs declined, giving acceleration to lower revenues beneath ASC 606, abbreviation commodity receipts as the aftereffect of our acquainted efforts to bigger administer alive capital. Beneath ASC 606 accounting, these low receipts aftereffect in lower revenues. This analysis additionally contains some lumpiness in our agent ID business, as we did not echo cogent affairs rollouts that occurred in the prior-year third quarter. As acclaimed earlier, we apprehend to aces this up in the advancing quarters.

Lastly, as Andy mentioned, the barn administration arrangement accomplishing for CID created a sales disruption of about $2 million. BAMKO delivered accession almanac analysis of advance with net sales up 37.9% compared to the above-mentioned year. We abide to see able sales beheading from our broadcast sales aggregation at BAMKO. The Office Gurus abide to abode solid after-effects with a 17.3% access in sales.

We abide to see a able-bodied action of opportunities from new and absolute barter at The Office Gurus. Gross allowance for the third analysis remained almost constant at 35.2% compared to 35.3% a year ago admitting changes in sales mix from our operating segments. Gross allowance was impacted by chump mix at BAMKO and the awful aggressive appraisement ambiance in our compatible segment, account by bigger margins from TOG. As a allotment of net sales, circumscribed affairs and authoritative costs added to 28.2% from 26.6% a year ago.

The about-face was apprenticed by several factors, including lower revenues in our compatible segment, investments to abutment advance beyond our business and incremental costs associated with our barn arrangement accomplishing and our ERP arrangement integrations. Additionally, affairs and authoritative costs in our compatible articulation benefited from the changeabout of about $0.5 actor of assertive accomplishment allurement accruals. During the period, we additionally accustomed alimony adjustment losses of about $300,000. No agnate costs were incurred during the third analysis of 2018.

Income from operations decreased to $6.2 million, and operating margins were 6.9% in Q3 2019 compared to 8.7% in Q3 of 2018. Lower revenues in our compatible articulation and college all-embracing operating costs pressured operating margins in the quarter. Our able tax aggregate for the analysis was 15.3% compared to 15.9% a year ago. This abatement in the able tax aggregate is about attributed to an access in the account of adopted antecedent income, partially account by an access in adopted taxes.

Overall net assets beneath 36% to $3.9 actor compared to $6.1 actor a year ago. Third analysis adulterated antithesis per allotment were $0.26 compared to $0.39 a year ago. Now I’ll abode a few antithesis area items. During the quarter, we adapted our acclaim acceding and added the agreement accompanying to our EBITDA to adjourned debt arrangement from 4:1 to 5:1.

As of September 30, our EBITDA to adjourned debt arrangement was 3.85:1. Basic expenditures through the nine months concluded September 30 totaled $6.4 million, as we advance in the projects Andy categorical beforehand to advance our all-embracing business capability and abutment our abiding growth. Annual assets through the nine months concluded September 30 were $4.5 million, apery an access of 4.6%. I’ll now about-face the alarm aback to Michael for his closing animadversion and a accustomed angle for the butt of the year.

Michael Benstock — Arch Controlling Officer

Thanks, Mike. Our affiliation efforts are continuing at an agog pace, and we are authoritative the appropriate investments to account our barter better, abduction acceptable sales advance and advance our profitability. We’re in a acceptable position to abode the countless of risks currently in the bazaar through assorted accomplishments taken beyond our organization. Attractive ahead, we feel assured that we’re in a position of backbone as we move into the fourth analysis and 2020.

We’re accomplishing the appropriate things for the abiding aggregate conception for our stakeholders. As always, we acknowledge all the contributions of our actual aggressive SGC aggregation associates and acknowledge them for their connected dedication. With that, we’d like to accessible the alarm for your questions.


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[Operator instructions] And the aboriginal catechism today comes from Kevin Steinke of Barrington Research. Please go ahead.

Kevin Steinke — Barrington Research — Analyst

Good afternoon, everyone. So, I aloof basic to alpha off by talking about the acquirement abatement in the compatible segment, accomplish abiding I accept all the affective pieces there. So, you had the $9.1 actor hit from ASC 606, and you additionally talked about your efforts to abate commodity levels to advance alive capital. Are those about the aforementioned thing? In essence, what I beggarly is, if it weren’t for ASC 606, would there accept been that $9 actor hit — or would there accept been that ample of a hit from the abridgement in commodity levels if it wasn’t for ASC 606?

Mike Attinella — Arch Banking Administrator and Treasurer

Kevin, hi. This is Mike. No, absolutely not. What happens with ASC 606 with account to assertive of our contracts, and those are the affairs area we accept — we accommodate specific artefact that are alone bankable to assertive barter with whom we accept contracts, where, if we get to the end of the contract, the chump pay us for the artefact should we not advertise it.

In those contracts, we accept to accept acquirement aloft the cancellation of goods, not aback we absolutely address the goods. So, aback we abate the aggregate of receipts that we’re making, ASC 606 would advance that we accept to abate the aggregate of acquirement that we recognize. So, we carefully — through the advance of the accomplished one-and-a-half years, we’ve carefully been abbreviation the aggregate of inventory. We say commodity in our absolution because it’s either account or arrangement assets on the antithesis area should we accompany in it beneath one of those contracts.

We bargain the aggregate of account that we’re bringing in that reduces the aggregate of acquirement that we accustomed associated with those accurate contracts. So, the $9 actor is absolutely accompanying to the abridgement of those inventories.

Michael Benstock — Arch Controlling Officer

And the purpose of that, this is Michael, is to advance alive capital. We’ve said over and over again, aback we met with investors, and alike on these calls, that we accept the adeptness to about-face our antithesis area into banknote aback necessary. You see what our coffer borrowings are to accompany in added cash. We accept fabricated a concerted accomplishment to administer some new strategies to our inventories.

And certainly, with — decidedly with HPI, about 75% of their business is on SAP now. They accept abundant bigger accoutrement to administer their inventory, and that’s been advanced aback the alpha of the year. And that should get alike bigger and better. But, again, as we abate inventories, area there’s action to be a abrogating appulse because of 606 on what looks like the acquirement line, but a brace of years ago, afore 606, that was not a acquirement line.

Kevin Steinke — Barrington Research — Analyst

OK, perfect. That’s actual helpful. That’s — I apprehension that was the case. I aloof basic to analyze that.

So, in essence, you’re demography accomplishments actuality to advance your business by abbreviation account levels, but you’re accepting penalized in agreement of appear acquirement aloof because of an accounting change. So, I aloof basic to accomplish abiding anybody accustomed that, I guess. But, yes, so how abundant do — account do you advanced you’ve garnered in agreement of banknote breeze bearing from the abridgement of account levels? Or how abundant added do you advanced you can account from that?

Mike Attinella — Arch Banking Administrator and Treasurer

Well, if you attending at the banknote breeze statement, Kevin, you’ll see that our arrangement assets are bottomward from the alpha of the year by about $11 million. We — and our account — our inventories are bottomward about $600,000. So that’s — in essence, that’s the aggregate that we’ve been able to abate our alive basic advance in those two-line items over the advance of time. Now, of course, the abridgement of the arrangement assets, as we advertise that artefact and as we accompany in beneath artefact to abutment the sales associated with those businesses, is account by some advance in receivables that you additionally see on the banknote breeze statement, you see on the antithesis sheet.

So it’s the antithesis amid those two area we see the account as it accurately relates to the alive basic investments and activities we’ve undertaken.

Kevin Steinke — Barrington Research — Analyst

OK, that’s actual helpful. And so, I account that the $9 actor hit is about a 13-percentage credibility answer to compatible articulation advance year over year, which leaves you with an 8% decline. I noticed in the 10-Q that your accession metric was additionally bottomward in that 8% to 9% range. So that actual 8%, is that aloof mostly accompanying to, one, the WMS disruption you mentioned, and afresh additionally aloof the timing of shipments or the timing of affairs rollouts adjoin affectionate of a difficult atone in third analysis of aftermost year, as you mentioned?

Mike Attinella — Arch Banking Administrator and Treasurer

Yes. If you booty out the $2 actor of the CID event, that’s about 3% of the decline. So that leaves about 5%, 5.3% associated with what I would say are accustomed advance activities aural the business.

Michael Benstock — Arch Controlling Officer

It’s about $3.7 actor is what you’re larboard with afterwards those two items. And, yes, abundant of that is timing and the timing of rollouts. Bodies ask us all the time, Kevin, “Well, when’s your abutting rollout?” We do — in the advance of the quarter, we do sometimes dozens of rollouts. Some of them are absolutely small, a few hundred thousand dollars.

Some of them absolutely aeon out over assorted abode a few hundred thousand dollars or millions over assorted quarters. Some alternate three quarters, some alternate a year. So you can imagine, every chump has their alternative of how we aeon out. Sometimes it’s by region.

Sometimes it’s by franchisees afore company-owned. I mean, there’s all kinds of amenities in which bodies do this. And, oftentimes, we accept big rollout in a aeon that adeptness alternate a brace of quarters. It doesn’t appulse you as abundant because it gets advance out over a brace of quarters, and we don’t allocution about it.

Last year, in third quarter, we did accept some above rollouts. We additionally had a chump that — in that $3.7 million. And afresh some has absitively they’re a chump who relies heavily on the cardinal of advisers they have. They’ve gone to a beneath big-ticket garment.

We’re not authoritative necessarily beneath money with that, but they’ve gone to a beneath big-ticket garment, which agency beneath revenue. Simplifying their affairs to some admeasurement beyond their divisions, it’s a action we helped them apparatus because it gave us advantage of accepting had the affairs for so abounding years and compassionate it to be able to acquisition agency that we could advice them economize. Everybody’s attractive to economize. We’re in a very, actual aberrant abridgement appropriate now, and for all the affidavit that we mentioned aback we batten a few account ago.

And so we’re action to see some of those. But, again, I could say over the abutting brace of quarters, we accept our fair allotment of rollouts that are action to appear again. And the apprehension at this point is unless article happens that we’ll added than accomplish up that $3.7 actor of business that was absent in this analysis in the advancing abode in added rollouts. Also, there’s some timing.

You win customers, you lose customers, actual sticky. I mean, we talked about the 90-plus percentile of our delicacy with our arrangement customers. And the actuality of the amount is we do lose some and we accretion some. Unfortunately, aback you lose them, you about — aural six months, you’re done with the customer.

When you accretion them, you’re not unboarding them sometimes for a year or later. So there is a gap there, a little bit in amid all that. We’ve been actual acknowledged with our strategies, decidedly at HPI. And I accept that with our — with the administration we accept at HPI now, which are two of the best acclimatized admiral we accept in the company, who accept — one who has over 30 years’ acquaintance and the added one has been with us for added than a decade on the sales side, that we should alpha seeing some after-effects very, actual bound in that division, maybe alike eventually than the accustomed sales cycle.

Kevin Steinke — Barrington Research — Analyst

OK, great. That’s helpful. And I’ll aloof ask one added catechism on this affair and afresh move on to some added things. And aloof lastly, in agreement of the year-over-year decline, can you maybe aloof add any blush at all about the disruption from the WMS arrangement at CID? It articulate like that was isolated.

Maybe what happened, and how assured are you that that’s abaft you?

Michael Benstock — Arch Controlling Officer

I’ll jump in. Andy adeptness jump in at some point, too. We’ve put in now, I advanced this is our fifth WMS arrangement in the aftermost 20 years, and accept watched added companies, companies that we’ve looked at to buy, some companies we accept bought, who abominably put in their WMS’. We had six weeks of austere dislocation.

And it wasn’t through a abridgement of accomplishment on our people’s part, it had to do conceivably with not abundant testing, testing it beneath abounding mode, which is clumsily difficult to do in a barn system, unless you accept a additional barn that you can analysis it under. We’ve been through a lot of these over the years. And it’s one of the affidavit why our Eudora barn amplification that we’re anticipating is actuality done absolutely at an adjoining barn that we’re building, so that all the testing will not appulse any of the aircraft that we’re currently doing. We’ll be able to about-face it on and off as we wish, but we didn’t accept that affluence with CID’s WMS implementation.

People assignment hard. They assignment continued days, continued hours and they cull through it. I can say they cull through it in six to eight weeks and with 90 whatever percent of issues abaft them. And that is the fastest I’ve anytime apparent a WMS implementation.

We’ve done ones ourselves abounding years ago that impacted us a lot worse than endemic did. They’re in acceptable basement now. They’re affective forward. And, Andy, I don’t apperceive if you accept annihilation to add?

Andy Demott — Arch Operating Officer

I advanced you covered it appealing well. I would add that — I mean, it absolutely — while it’s consistently aching for barter aback you go through this, there is — this one went actual well, almost speaking. The attributes of the business with CID actuality retail, though, and aback we say the $2 actor of sales that was lost, it doesn’t beggarly we absent the customers. It aloof agency those retail affairs opportunities during that aeon of time that we were accepting account issues were abounding by added competitors.

And that’s why we won’t accomplish up the aggregate of that sales in the future. We will, over time, reestablish and abide the accord we accept with those customers, and we apprehend to be in a abundant bigger position and able to account them bigger in the approaching alike added efficiently. And as Michael mentioned, at this point, absolutely the all-inclusive majority of issues associated with it are abaft us, and we’re starting to aloof apprehend some of the efficiencies that we apprehend to get out of accepting put that barn in, and we’ll see advance in our costs as we go advanced in the future.

Kevin Steinke — Barrington Research — Analyst

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OK, great. That’s helpful. So, I advanced you mentioned that you’re encouraged by the pipeline, and the uniforms business still responding to a acceptable accord of RFP activity. Are you starting to see some of the fruits of those efforts of responding to RFPs in agreement of wins? What accept your win ante been like? Any added color, I guess, on all the RFP action you’ve been responding to?

Michael Benstock — Arch Controlling Officer

We don’t commonly altercate our win ante or who we won. In abounding cases, we’re belted from alike accomplishing so by arrangement with our customers. But our win aggregate has been fine. We’ve won a nice allotment of business in the candied atom that we’ve announced about, in the beggarly of that candied spot, as a amount of actuality won some abate pieces of business as well.

And we’re talking about the agent ID ancillary of our business, HPI. And we’re encouraged by it. There’s a lot of business up for grabs there appropriate now, given, as I’ve said, in antecedent discussions, there’s added RFPs than anytime that we’re responding to. I mean, clearly, that creates the accident of accident — a greater accident accident of absolute customers, but the greater befalling is abundant bigger than the accident of loss.

So, we accept that while we may lose some business forth the way, we’re action to accretion added business than we lose. There may be timing issues with account to how all that happens, but we don’t advanced that anybody is in a bigger position than we are with our technology and with our ERP and our architecture staffs and all that we accompany to the table from a administration standpoint and affectionate of artefact development standpoint that anybody is in a bigger position than we are to defended business. I advanced in the aftermost year, aback we refocused ourselves on the mid-tier-sized customers, we’ve accomplished how admired we can be to them and as adjoin to, as we batten about earlier, the abundant beyond barter that absolutely had some very, actual big amazing companies that were behest on their business. And absolutely frankly, we’re the safe best for those customers.

We feel like we’re the safe choice. And not aloof safe, but we’re apparently the best avant-garde of any added abate adversary than us out there, for which there are many. But we are acceptable our share. We apprehend to win added and — but we don’t necessarily anytime quantify what admeasurement of our action is, who’s in our pipeline.

And obviously, for aggressive reasons, we’d ambition not to.

Kevin Steinke — Barrington Research — Analyst

OK. No, fair enough. That’s helpful. And I think, also, you talked about, in your comments, a bazaar barrage mid-2020 for the appearance scrubs, accustomed the synergies you’ve apparent amid Appearance Seal Healthcare and CID.

I mean, can you accord us maybe a little added faculty of aloof the size, the pace, timing of that rollout, how allusive it is in agreement of the numbers. Aloof aggravating to get a — put my accoutrements about what that agency for the business.

Michael Benstock — Arch Controlling Officer

We are — we accept created a artefact in a bazaar for which there absolutely was a austere abandoned and need. And we accept that if you go aback three years ago or four years ago, Kevin, aback we were affairs into the absolute marketplace, one of the things we accumulate bumping up adjoin is you’re action to advertise in the absolute marketplace, you accept to accept a appearance product. And if you’re action to advertise in the absolute marketplace, why don’t — aback you guys owe — aback we, Superior, at Appearance Seal Healthcare, is a aggregation that sells to bartering healthcare laundries, why do you — accept you not developed a artefact that would be accustomed by healthcare laundries and their healthcare ally as a artefact of choice? And so, we try to actualize some appearance articles aural Appearance Seal Healthcare. And I apperceive this is an explanation, but I’m action to go with it anyway.

And — but there was no bazaar accepting amid the bodies authoritative the decisions with account to those products. The bodies authoritative decisions generally were arch nursing officers, nursing committees aural healthcare systems. And let’s face it, nurses are a very, actual important allotment of healthcare systems today and are big influencers in what their nursing groups are action to wear. And so, acumen we didn’t accept a cast that was apparent is one of the affidavit why for many, abounding years, we looked at abounding of the companies out there manufacturing, designing appearance abrade apparel.

And the one that we were best set on buying, we did, at CID assets with their WonderWink brands. And now we accept a artefact that we’ve alien to the marketplace. And we — anybody consistently hopes that their artefact lending acquaint is able-bodied accustomed in the marketplace. But aback the accepting is so cutting that you apprehend that if you appear it at that point in time, you’d accept a black exchange because you didn’t advanced the demand.

And with all the surveys we did, with all those discussions we had with barter and aggregate else, we could not advanced the demand. We are in altercation with a cardinal of bodies with account to this artefact and how we will appropriately barrage it to the marketplace, so that it serves us best. And we apprehend by midyear to see some results. Those after-effects are action to be in the brace few actor dollars on a actual ever-increasing abject from there.

So that’s absolutely all the intel we’re giving abroad at this point about the product. We advanced we accept a aggressive advantage in that we’re out there eventually than everybody. We won’t absorb that aggressive advantage abundant best if we don’t get it out this year. So that’s currently area we stand.

Kevin Steinke — Barrington Research — Analyst

Got it. That’s great. You happened to acknowledgment afresh a little bit about the appraisement burden in the bazaar in the compatible amplitude from the aggressive environment. I advanced Mike alike commented that it hit the gross allowance a little bit.

But gross allowance in uniforms was still up year over year, so, I mean, should we advanced about this accepting a allusive impact? Or it’s still article you can administer through and account with all the assorted agency you administer the supplier abject and aggregate efficiencies, etc.?

Michael Benstock — Arch Controlling Officer

Yes. We — I don’t appetite to allocution out of both abandon of our aperture because on one hand, we consistently acquaint somebody gross margins are great, but you charge to attending at our operating margin. Because we accept barter who are at a 20% gross margin, and we accomplish added money on the barter of 40% allowance because of the account basic of what we accept to do for that customer. But if we’re attractive absolutely at gross margin, the sourcing accumulation has done a abundant job as they move artefact from China to Vietnam.

It hasn’t consistently been absolute from an beheading standpoint. I accept to accept there’ve been a brace of account hiccups forth the way as they’ve done that and absolutely things that we can be bigger at in the future, but they’ve done a acceptable job from a negotiating amount standpoint. And — but there’s a lot of burden out there. And if it were not for the abiding relationships we accept with suppliers, abounding of whom, absolutely frankly, accept larboard China with us.

They — we were in Chinese factories, and those factories upped and confused to Vietnam, so that we could still adore the accord with them, but in a branch Vietnam that didn’t accept tariffs. And that’s what’s action on about the apple appropriate now as Chinese are extending themselves into added countries, so that they’re not as impacted by the tariffs themselves. I see us there actuality a lot of allowance pressure. I’ve never — well, as I said, I’ve never apparent so abounding RFPs out there.

So sometimes, we accept an RFP for bristles years. Generally, we adeptness go in appealing bound on that RFP. And over a four- or a five-year aeon of time, our supplier picks up efficiency. We aces up operating efficiency.

And actually, we’re authoritative added money at the end of that arrangement than we’re at the beginning. They’ve put that out to RFP. The actuality advancing in is low aggregate prices. Abundant of the accretion we had in those third, fourth and fifth years, we’ve got to accord some of that aback in adjustment to advance the business.

So it is a actual aggressive environment. And I advanced what’s accident with our customers, they’re impacted by tariffs. They’re impacted by minimum wages. They’re impacted by all these things which is banishment them to try to advance that burden downhill.

And unfortunately, we’re decline from that. So, there’s a lot.

Kevin Steinke — Barrington Research — Analyst

Right, right. OK. In the promotional articles business, absolutely nice advance the accomplished brace of quarters, I accept actuality apprenticed in allotment by your amoebic advance strategy. You’re accretion your sales force, and it sounds like you appetite to abide to add there in agreement of headcount.

Is there an befalling over time, do you think, to affectionate of bland this business out a little bit from analysis to analysis as you abide to access it, as it grows larger, and maybe aloof some of the lumpiness that we’ve apparent in the accomplished from beyond jobs as affectionate of smoothed out aloof as aggregate increases?

Andy Demott — Arch Operating Officer

Yes, Kevin, that’s absolutely the case. I mean, I advanced we’ve said that for a while that as they grow, they’re essentially beyond now than they were at the time that we bought them. It takes a abundant beyond alone allotment of business to appulse acumen in their growth. The advance absolutely is advancing from the — it’s absolutely amoebic advance at this point, angry to the sales efforts of the new sales that we’ve brought in, oftentimes advancing with some business relationships they already have.

We see the befalling to calibration that and advance our operating margins over time as we abide to abound with that.

Kevin Steinke — Barrington Research — Analyst

OK, yes. And you did allocution about convalescent operating margins and promotional products. So, I advanced in the past, you had — you’ve talked about accepting the operating margins and promotional articles up to affectionate of what actual accumulated boilerplate was. Or it’s not area it was a brace of years ago, accustomed some of the investments you’re making, etc.

But how are you — is that — how are you still cerebration about the allowance abeyant of promotional products? Aloof aggravating to get a — affectionate of a maybe a baseline ambition of what you advanced that business could do, profitability-wise.

Andy Demott — Arch Operating Officer

Yes, we have. I mean, that is what we’ve said in the past. I advanced it’s growing in a — I mean, we’re accepting there a little slower than we apprehension we were initially, but we did additionally change somewhat the access area we apprehend that we were action to do added acquisitions. We affectionate of about-face to the access of bringing in acclimatized salespeople to advice abound that business organically.

So, we are at a state, as we grow, that we’re advance a little bit — agnate to what we’re accomplishing in The Office Gurus, we’re affectionate of advance a little bit advanced of that to get the anatomy in abode and to be able to account that aggregate of business. As we’ve become added able with that, we do apprehend to see those operating margins advance and abide to go up.

Michael Benstock — Arch Controlling Officer

Yes. And, I mean, you were authoritative a absolutely acceptable point. So, we fabricated that account two or three years ago that we — and we started authoritative it that we apprehend that business to accomplish the operating margins that we had at that point. And that is still the case.

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Kevin Steinke — Barrington Research — Analyst

OK, great. Got it. Let’s see. So, The Office Gurus continues to abound nicely.

You’re affectionate of on — you’re advance advanced of advance there. How abundant acquirement accommodation do you accept now accustomed what you body out in the assorted geographies in agreement of alarm centermost capacity? I mean, aloof aggravating to get a faculty of if you can maybe apathetic bottomward the clip of advance a bit and abound into the brand you’ve built. Or what’s the angle there?

Michael Benstock — Arch Controlling Officer

The angle there is what we’ve done from our — the amplification of behavior and the accession to Jamaica, which is in its abounding amplification access aback we get to that because it’s affectionate of in pieces that we can abound into what we have. The capabilities we’ll accept will booty us out about three years. And so, you apperceive that our accustomed advice is that we’ll abound that business at $7 actor a year or in balance of that. So, it should accord us the accommodation to do about accession $21 actor of business.

Kevin Steinke — Barrington Research — Analyst

OK, perfect. Afore I forget, with the Haiti adeptness rollout, are there any allusive costs associated with that over the abutting brace of quarters? I advanced there accept been some acknowledgment of some added costs accompanying to that on your aftermost call, but I was aloof apprehensive how we should advanced about that.

Mike Attinella — Arch Banking Administrator and Treasurer

Yes. So the costs that we’ll be incurring in Haiti, there absolutely is action to be some capex as we put in accessories into the facility, but we’ll additionally accept costs with account to bringing administration in there, accepting training beneath way aural the adeptness and added start-up operational costs that we will acquire with account to the enactment of that adeptness and accepting it accessible to go. We apprehend it to be accessible to go with account to absolutely bearing artefact in the closing allotment of this year with accepting up to acceleration with abounding accommodation in the average allotment of abutting year. So, we will be operating this year.

We won’t be operating at abounding capacity, so there will be some operating amount that we’ll be incurring that’s not archetypal or acceptable for us in a accomplishment facility. They’ll be at abounding speed, but we will be operating and accomplishment by the end of this year.

Michael Benstock — Arch Controlling Officer

If you bethink with the aboriginal Haiti adeptness that we’ve put in, abundant in the aforementioned agenda as that.

Kevin Steinke — Barrington Research — Analyst

OK, got it. Aloof article popped into my arch that I appetite to backtrack on to. How — are you still in the action of aggravating to abate account levels, such that we should apprehend added of a headwind from the ASC 606 appulse based on that initiative? Or are you appealing abundant done with rightsizing inventory? I beggarly — or is it — yes, I guess, should we advanced about it still as actuality a year-over-year headwind alike if you accept collapsed off that action aloof because of the year-over-year comps?

Mike Attinella — Arch Banking Administrator and Treasurer

We’re action to abide to try to administer our account turns. We’re action to abide to try to administer our arrangement assets to area we can accommodate the casework that our barter charge at the everyman accessible in-stock position. So, there will be headwinds continuing. Now, certainly, aback we started, we got off to a big bang on that.

So, I don’t apperceive that the headwinds will be as able-bodied as they’ve been historically, but we will still abide to try to consistently drive bottomward our account positions and access our turns.

Michael Benstock — Arch Controlling Officer

Most of — this is Michael. Best of the appulse of that comes from our apprenticed assets, as Mike said. And best of our apprenticed assets abide with HPI. And that’s visioned because of the attributes of their business, we don’t see as abundant of that in our healthcare business with Appearance Seal Healthcare and CID.

So, you would apprehend that we had a big advance at HPI to do that. They’re on SAP, and we’re accepting abundant bigger advice and analytics from that anyway. So naturally, we will administer the account better. You will see reductions in our inventories in added places in the business as we accomplishment up these integrations, but they won’t be arrangement assets, which agency they won’t be affecting our acquirement until they ship.

Kevin Steinke — Barrington Research — Analyst

OK, got it. I guess, lastly, aloof I noticed dividend, you’re still advantageous a advantageous dividend. I think, historically, you maybe added it a bit at this time of the year and this quarter, but I advanced it remained constant year over year. So, any — aloof any thoughts on allotment or allotment policy?

Mike Attinella — Arch Banking Administrator and Treasurer

So, we — so as you said, we are advantageous a advantageous dividend. Our allotment crop is in the mid-2% range. We — every quarter, we allocution with the lath about area we’re action to be with account to allotment action and our allotment — what we’re advantageous out with account to dividends. So, we abide to — we will abide that process.

As you know, we’ve been advantageous assets aback the mid-1970s. New guy on the block. They are authoritative sure. I’m acknowledging with my compadres here.

But we — assets are actual important to us, and we apprehend we’ll abide to accomplish allotment payments and abide to appraise our adeptness to advance or access assets as we move forward.

Kevin Steinke — Barrington Research — Analyst

OK, great. Well, acknowledgment for demography all the questions. That’s all I had. Thanks.


[Operator instructions] As there are no added questions in the queue, this concludes our question-and-answer session. I would like to about-face the appointment aback over to Michael Benstock for any closing remarks.

Michael Benstock — Arch Controlling Officer

You saw I jumped the gun there. OK. Acknowledge you actual much. We acknowledge all of your time today, and we attending advanced to afterlight you on our fourth-quarter 2019 after-effects in February.

Enjoy the blow of your year.


[Operator signoff]

Duration: 49 minutes

Hala Elsherbini — Arch Carnality Admiral of Haliburtons Broker Relations

Michael Benstock — Arch Controlling Officer

Andy Demott — Arch Operating Officer

Mike Attinella — Arch Banking Administrator and Treasurer

Kevin Steinke — Barrington Research — Analyst

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