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- **Revenue Growth**: 4% net sales growth, 11% adjusted EBITDA increase, and 1% pricing improvement in Q3 2025. 
- **Strategic Momentum**: 50% Q3 growth in private labels, 125% digital sales growth, and 3% organic daily sales growth in key product lines. 
- **Cost Efficiency**: 50 basis points SG&A leverage, 30 basis points delivery expense reduction, and 200+ basis points margin improvement in underperforming branches. 
- **Balance Sheet Strength**: 1x net debt/EBITDA, $685M liquidity, and $78M in share buybacks YTD. 
- **2026 Outlook**: 15-20 branch closures to drive margin expansion, with focus on digital, private labels, and small customer growth.

**【CEO Summary Section】**
- **Q3 2025 Results**: 4% net sales growth (3% organic, 1% from acquisitions), 11% adjusted EBITDA increase to $127.5 million, and 1% pricing improvement. 
- **Market Share Gains**: Outperformed end markets with 3% organic daily sales growth in agronomics and landscaping products, driven by private label growth (50% Q3 increase) and small customer initiatives. 
- **Strategic Initiatives**: Expanded digital sales (125% YTD growth), improved delivery efficiency (30 basis points net expense reduction), and closure of 22 underperforming branches in 2024. 
- **Acquisition Update**: Added four companies in Q3/October, bringing 2025 acquired revenue to $40 million, with focus on smaller, high-quality targets. 
- **2026 Outlook**: Plans to consolidate 15-20 branches to optimize footprint, with adjusted EBITDA margin expansion expected despite soft end markets.

**【CFO Financial Commentary】**
- **Revenue and Profitability**: Net sales growth of 4%, gross profit up 6% to $437 million (34.7% margin), and adjusted EBITDA margin expansion to 10.1%. 
- **Cost Control**: SG&A as % of sales down 50 basis points to 28.4%, driven by productivity improvements and branch consolidation. 
- **Balance Sheet**: Net debt at $423 million (1x trailing EBITDA), $685 million liquidity, and $78 million in share repurchases YTD. 
- **Tax and Repurchases**: Effective tax rate 20.4% (down from 26.2%), with $20 million in post-quarter share buybacks.

**【Q&A Highlights】**
- **Pricing Outlook**: Q4 price growth 1-2%, with normalization in 2026. Commodity deflation (grass seed, PVC pipe) offset by supplier price increases. 
- **Branch Closures**: 2026 closures to reduce costs without impacting market share, with retained sales from consolidated branches. 
- **M&A Strategy**: 2025 acquisitions smaller in scale (6 companies, $40M TTM), but pipeline remains strong for future growth. 
- **Market Resilience**: Repair/upgrade market stabilizing, commercial construction flat, and maintenance demand steady. 
- **Share Repurchases**: Likely increase if M&A activity remains subdued, with leverage at 1x (low end of 1-2x target range).

SiteOne Landscape Supply, Inc. (SITE) Q3 2025 Earnings Call Transcript

- **Strong Q2 Results**: 3% sales growth, 8% EBITDA expansion, and 60 bps margin improvement highlight execution in a challenging market.
- **Gross Margin Expansion**: 30 bps improvement driven by price realization, private-label growth (30%+ for Pro-Trade), and acquisitions.
- **SG&A Efficiency**: 40 bps reduction in SG&A as a percentage of sales, with base business leverage up 60 bps.
- **Acquisition Momentum**: 4 companies added in 2025, with focus on smaller deals to fill product gaps and expand geographic reach.
- **Digital Growth Engine**: siteone.com sales up 130% YTD, driving organic growth and customer stickiness.
- **Share Buybacks**: $54.3 million in Q2, with $250 million remaining under authorization for potential further repurchases.

**【CEO Summary Section】**
- **Revenue and EBITDA Growth**: Q2 net sales grew 3% year-over-year, driven by acquisitions, while adjusted EBITDA increased 8% to $226.7 million, with margin expanding 60 basis points to 15.5%.
- **Market Share Gains**: Organic daily sales in agronomic products rose 7% due to maintenance demand, offsetting a 1% decline in landscaping products amid soft construction markets.
- **Gross Margin Improvement**: Expanded 30 basis points to 36.4%, benefiting from higher price realization, initiatives like private-label brands (e.g., Pro-Trade), and acquisitions with higher margins.
- **SG&A Efficiency**: SG&A as a percentage of sales decreased 40 basis points to 23.9%, with base business leverage improving 60 basis points.
- **Acquisition Strategy**: Added 4 companies in 2025, contributing $30 million in TTM sales, with a focus on smaller deals to fill product gaps and expand geographic reach.
- **End Market Outlook**: Expect slight year-over-year decline in total demand, with maintenance (35% of sales) steady, new residential construction (21%) down, and repair/upgrades (30%) soft.
- **Pricing Trends**: Grass seed and PVC pipe deflation offset by tariff-related price increases, with pricing expected to be flat in Q3 and up 1-2% in Q4.

**【CFO Financial Commentary】**
- **Gross Profit**: Increased 4% to $531 million, driven by price realization and acquisitions.
- **Operating Expenses**: SG&A rose 2% to $349 million, but efficiency improvements reduced its percentage of sales.
- **Liquidity**: $578 million in available liquidity, with net debt at $532 million (1.3x trailing EBITDA), supporting share buybacks ($54.3 million in Q2).
- **Tax Rate**: 25.4% for Q2, expected to remain around 25-26% for the year.

**【Acquisition Strategy】**
- **2025 Acquisitions**: 4 companies added, including Green Trade Nursery, Grove Nursery, and Nashville Nursery, enhancing nursery product offerings in key markets.
- **Pipeline**: Robust pipeline of smaller deals, with 102 acquisitions since 2014 totaling $2 billion in revenue.
- **Integration Progress**: Pioneer fully integrated, with 200+ basis points margin improvement in focused branches.

**【Q&A Highlights】**
- **SG&A Leverage**: Focused branches (140-150 underperforming) driving 200+ basis points margin improvement, with delivery efficiency and digital sales initiatives contributing.
- **Share Repurchases**: $250 million remaining under authorization, with aggressive buybacks if acquisitions slow.
- **Market Risks**: Softness in new residential and repair markets, but maintenance resilience and commercial stability provide offset.
- **Digital Growth**: siteone.com sales up 130% YTD, accelerating organic growth and customer engagement.
- **Labor Dynamics**: Customers navigating immigration challenges but maintaining workforce through agility.


SiteOne Landscape Supply (SITE)-30 Jul 25-2025 Q2 Earnings call transcript

- **Q1 Growth Resilience**: 4% net sales growth vs. flat organic demand, driven by acquisitions and cost control.
- **Margin Improvement**: Adjusted EBITDA margin +10bps to 2.4%, despite 30bps gross margin contraction.
- **Price Trend Shift**: Deflation moderating to -1% QoQ, expected flat to +1% in 2025 as suppliers pass through tariffs.
- **Digital Growth Engine**: Digital sales up 140% QoQ, private labels +30%, signaling market share gains.
- **Risk Management**: 10-15% tariff exposure, but strong balance sheet ($524M liquidity) supports flexibility.

**【CEO Opening Remarks】**
- Q1 2025 net sales grew 4% YoY, driven by acquisitions and strong cost control despite a later spring season.
- Adjusted EBITDA increased 6% to $22.4 million, with margin improving 10bps to 2.4%.
- Price deflation moderated to -1% QoQ, expected to flatten in 2025 as suppliers pass through tariff-related cost increases.
- Acquired two companies with $20M in trailing sales, maintaining a robust pipeline for future growth.

**【CFO Financial Highlights】**
- Organic daily sales declined 1% YoY due to weather and market softness, offset by 5% growth from acquisitions.
- Gross profit rose 3% to $310M, but margin contracted 30bps to 33% due to higher freight costs and lower price realization.
- SG&A as % of sales increased 30bps to 36.5%, driven by acquisitions; base business SG&A fell 3% YoY.
- Adjusted EBITDA margin improved 10bps to 2.4%, supported by higher sales and SG&A leverage.
- Net loss widened to $27.3M due to higher SG&A, but free cash flow improved with early inventory purchases for tariff mitigation.

**【Acquisition Strategy Update】**
- Completed 100th acquisition since 2014, adding $2B in revenue, with a focus on Nursery and Hardscapes categories.
- Recent acquisitions include Pacific Nurseries (CA) and Green Trade Nursery (GA), expanding geographic reach and product lines.
- Pipeline remains strong, though 2025 may see lower acquired revenue due to macroeconomic uncertainty.

**【Q&A Key Takeaways】**
- **Organic Growth Drivers**: Small customer share gains (+30% growth in private labels), digital sales surge (140% QoQ), and sales force productivity improvements (72% sales coverage with no headcount increase).
- **Tariff Impact**: 10-15% of sales exposed to tariffs, with suppliers passing through 4-8% price increases; expects flat to +1% price trend in 2025.
- **Market Outlook**: End markets expected flat to slightly down, with repair/remodel (-low single digits) offset by maintenance (+solid growth) and commercial (steady).
- **Cost Management**: SG&A leverage achievable through branch consolidation (22 closures in 2024) and delivery efficiency initiatives (DispatchTrack adoption).

SiteOne Landscape Supply (SITE)-30 Apr 25-2025 Q1 Earnings call transcript

- **Revenue Resilience**: Q4 organic sales +1% vs. 3% deflation, 2024 full year volume +2% despite macro challenges.
- **Cost Control Success**: 22 branch closures and Pioneer integration to drive 2025 SG&A leverage, 2024 adjusted EBITDA margin 8.3%.
- **2025 Growth Drivers**: 0-1% price deflation, digital sales +180%, and 7 new acquisitions to support $400-430M EBITDA target.
- **Risks & Opportunities**: Tariffs could impact 10-15% of sales; 2025 tax rate 25-26% as leverage improves.

**【CEO Summary Section】**
- **Fourth Quarter Performance**: Organic daily sales grew 1% despite 3% price deflation, driven by 4% volume growth. Full year organic daily sales declined 1% due to 3% deflation, offset by 2% volume growth.
- **Acquisition Impact**: 7 companies acquired in 2024 with $200M trailing revenue; 2025 outlook includes 0-1% price deflation and steady demand across end markets.
- **2025 Outlook**: Expect low single-digit organic sales growth, gross margin improvement, and SG&A leverage from Pioneer integration and focused branch closures.

**【CFO Financial Commentary】**
- **Q4 2024 Results**: Net sales $1.01B (5% YoY), adjusted EBITDA $31.8M (down 20%), margin 3.1%. Full year adjusted EBITDA $378.2M (down 8%), margin 8.3%.
- **Cost Management**: 22 branch closures reduced SG&A; Pioneer integration to drive future savings. 2025 tax rate expected 25-26%.
- **Balance Sheet**: Net debt $412M (1.1x EBITDA), liquidity $688M. Share buybacks $52M in 2024.

**【Q&A Key Takeaways】**
- **Pricing & Deflation**: 2025 price outlook flat to -1%, with PVC pipe deflation moderating. Digital sales grew 180% in 2024.
- **Labor & Tariffs**: Customers cautious on labor shortages; tariffs not factored into guidance. 10-15% of sales from Mexico/China exposed to tariffs.
- **Acquisition Strategy**: Pipeline remains robust; 2024 acquisitions added $200M revenue, 2025 first acquisition completed in January.
- **Margins & Leverage**: 2025 adjusted EBITDA target $400-430M, driven by SG&A reduction and gross margin expansion.

SiteOne Landscape Supply (SITE)-12 Feb 25-2024 Q4 Earnings call transcript

SiteOne Landscape Supply (SITE)-30 Oct 24-2024 Q3 Earnings call transcript

SiteOne Landscape Supply (SITE)-31 Jul 24-2024 Q2 Earnings call transcript

SiteOne Landscape Supply (SITE)-1 May 24-2024 Q1 Earnings call transcript

SiteOne Landscape Supply Inc. (SITE) Q4 2023 Earnings Call Transcript

SiteOne Landscape Supply (SITE)-1 Nov 23-2023 Q3 Earnings call transcript

SiteOne Landscape Supply (SITE)-2 Aug 23-2023 Q2 Earnings call transcript

SiteOne Landscape Supply (SITE)-3 May 23-2023 Q1 Earnings call transcript

SiteOne Landscape Supply (SITE)-15 Feb 23-2022 Q4 Earnings call transcript

SiteOne Landscape Supply (SITE)-2 Nov 22-2022 Q3 Earnings call transcript

SiteOne Landscape Supply (SITE)-3 Aug 22-2022 Q2 Earnings call transcript

SiteOne Landscape Supply (SITE)-7 May 22-2022 Q1 Earnings call transcript

SiteOne Landscape Supply (SITE)-16 Feb 22-2021 Q4 Earnings call transcript

SiteOne Landscape Supply (SITE)-3 Nov 21-2021 Q3 Earnings call transcript

SiteOne Landscape Supply (SITE)-8 Aug 21-2021 Q2 Earnings call transcript

SiteOne Landscape Supply (SITE)-9 May 21-2021 Q1 Earnings call transcript

SiteOne Landscape Supply (SITE)-24 Feb 21-2020 Q4 Earnings call transcript

SiteOne Landscape Supply (SITE)-28 Oct 20-2020 Q3 Earnings call transcript

SiteOne Landscape Supply (SITE)-29 Jul 20-2020 Q2 Earnings call transcript

SiteOne Landscape Supply (SITE)-29 Apr 20-2020 Q1 Earnings call transcript

SiteOne Landscape Supply (SITE)-18 Feb 20-2019 Q4 Earnings call transcript

SiteOne Landscape Supply (SITE)-1 Nov 19-2019 Q3 Earnings call transcript

SiteOne Landscape Supply (SITE)-2 Aug 19-2019 Q2 Earnings call transcript

SiteOne Landscape Supply (SITE)-3 May 19-2019 Q1 Earnings call transcript

SiteOne Landscape Supply (SITE)-19 Feb 19-2018 Q4 Earnings call transcript

SiteOne Landscape Supply (SITE)-31 Oct 18-2018 Q3 Earnings call transcript

SiteOne Landscape Supply (SITE)-1 Aug 18-2018 Q2 Earnings call transcript

SiteOne Landscape Supply (SITE)-2 May 18-2018 Q1 Earnings call transcript

SiteOne Landscape Supply (SITE)-20 Feb 18-2017 Q4 Earnings call transcript

SiteOne Landscape Supply (SITE)-8 Nov 17-2017 Q3 Earnings call transcript

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