Limbach Holdings, Inc. (LMB) Q2 2025 Earnings Call Transcript
Access earnings results, analyst expectations, report, slides, earnings call, and transcript.
Overview
The earnings call showed strong financial performance with significant revenue and profit growth, particularly in the Owner Direct Revenue segment. Despite some concerns about seasonal demand and debt, the proactive customer relationship strategy and geographic expansion plans are promising. The Q&A highlighted a focus on high-margin projects and strategic growth in key verticals, with management providing optimistic guidance. Although there was a short-term dilution in gross margins from Pioneer, the overall outlook remains positive, supported by increased free cash flow and effective expense management.
Key Financial Performance
Total Revenue $142.2 million, a 16.4% increase year-over-year. This growth was driven by a 31.7% increase in ODR revenue to $108.9 million, while GCR revenue declined 15.7% as part of the company's intentional mix shift strategy.
Gross Profit $39.8 million, an 18.9% increase year-over-year. This was due to the growth of the ODR segment, which contributed 79.3% of total gross profit dollars. ODR gross profit increased by 24.6%, while GCR gross profit increased by 1.1% due to higher margins from higher-quality projects.
Adjusted EBITDA $17.9 million, a 30% increase year-over-year. The adjusted EBITDA margin improved to 12.6% from 11.3% in the prior year, driven by higher-margin ODR revenue and improved project quality.
Net Income $7.8 million, a 30.2% increase year-over-year. Earnings per diluted share grew 28% from $0.50 to $0.64.
Adjusted Net Income $11.3 million, a 29% increase year-over-year. Adjusted earnings per diluted share grew 27.4% from $0.73 to $0.93.
Operating Cash Flow $2 million, a decrease from $16.5 million in the prior year. This decline was primarily due to the timing of billings that impacted changes in working capital.
Free Cash Flow $16.1 million, a $5.2 million increase year-over-year. The free cash flow conversion of adjusted EBITDA improved to 89.7% from 78.7%.
SG&A Expense $26.6 million, an increase of approximately $3.5 million year-over-year. This increase was due to the addition of 40 new salespeople and SG&A associated with recent acquisitions. As a percentage of revenue, SG&A expense decreased slightly to 18.7% from 19%.
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Operating Highlights
ODR Revenue Growth: ODR revenue as a percentage of total revenue increased from 21% in Q2 2019 to 76.6% in Q2 2025. ODR revenue grew 31.7% year-over-year to $108.9 million in Q2 2025.
Climate Control Rental Fleet Expansion: Invested $2 million to expand the climate control rental fleet to meet seasonal demand.
Digital Solutions: Introduced digital solutions for managing and monitoring building systems, including data analytics, energy consumption, and sustainability.
Geographic Expansion: Acquired Pioneer Power, expanding the company's footprint to 17 metropolitan service areas (MSAs) and entering the Upper Midwest market.
Customer Base Expansion: Now serves customers in 17 MSAs, including national customers with complex maintenance needs.
Sales Team Expansion: Added 40 new salespeople and hired a Senior VP of Sales to enhance customer engagement and drive growth.
Operational Efficiency: Implemented a two-phase integration process for acquisitions, focusing on system integration, cost reduction, and customer engagement.
Shift to ODR: Continued strategic shift from GCR to ODR, with ODR now representing 76.6% of total revenue in Q2 2025.
Proactive Partnership Approach: Transitioning from reactive support to proactive partnerships, aiming to shape customer budgets and turn OpEx spend into capital programs.
M&A Strategy: Completed the largest acquisition to date with Pioneer Power, aligning with disciplined acquisition criteria and expanding market presence.
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Risk or Challenges
Macroeconomic Uncertainty: The company is navigating ongoing macroeconomic uncertainty, which could impact performance across its end markets.
Deferred Maintenance in Healthcare: Deferred maintenance in the healthcare sector is leading to emergency repair and replacement work, which may strain resources and create unpredictability in revenue.
Transition to Proactive Capital Programs: The shift from reactive OpEx spending to proactive capital programs requires significant time (6-12 months) and effort, including facility assessments and energy benchmarking, which could delay revenue realization.
Integration of Pioneer Acquisition: The integration of Pioneer Power, the largest acquisition in the company's history, is in its early stages and could pose challenges in terms of operational efficiency and financial discipline.
Sales Team Expansion: The addition of 40 new salespeople and associated SG&A expenses could pressure margins if revenue growth does not offset these costs.
Dependence on Key Verticals: While diversified, the company remains dependent on key verticals like healthcare, industrial manufacturing, and higher education, which could be impacted by sector-specific downturns.
Seasonal Demand for Climate Control Rentals: Investments in climate control rental equipment to meet seasonal demand may not yield expected returns if demand fluctuates.
Debt and Credit Facility Utilization: The company has expanded its revolving credit facility and utilized it for the Pioneer acquisition, which increases financial leverage and interest obligations.
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Guidance & Outlook
Revenue Expectations: For the full year 2025, the company anticipates generating between $650 million and $680 million in revenue.
Adjusted EBITDA Projections: Adjusted EBITDA is projected in the range of $80 million to $86 million for 2025.
Revenue and EBITDA Distribution: Revenue and adjusted EBITDA contributions are expected to be unevenly distributed between Q3 and Q4, with a heavier weighting towards Q4.
ODR Revenue Growth: The company continues to focus on growing its ODR (Owner-Direct Relationships) business, which represented 76.6% of total revenue in Q2 2025 and is expected to remain between 70% and 80% of total revenue for the year.
Capital Expenditures: CapEx is expected to have a run rate of approximately $4 million for 2025, excluding an additional $3.5 million investment in rental equipment.
Free Cash Flow Conversion: The company targets a free cash flow conversion rate of at least 75% for 2025.
M&A Strategy: The company plans to continue its strategic M&A activities, with a focus on integrating its recent acquisition of Pioneer Power and building its acquisition pipeline for future growth.
Sales Strategy Evolution: The company is transitioning from a reactive support model to a proactive partnership approach, aiming to turn OpEx spending into capital programs over a 6 to 12-month period.
Market Trends and Customer Engagement: The company is focusing on proactive customer engagement, particularly in health care, industrial manufacturing, life sciences, and higher education sectors, to plan future spending and enhance visibility into customer requirements.
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Shareholder Return Plan
The selected topic was not discussed during the call.
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Key Q&A
Q:What is the outlook for gross margins, particularly for GCR, and how should it be modeled for this year and next?
A:Management emphasized focusing on high-quality projects and proper risk management. They expect gross profit margins to be in the range of 28% to 29% by 2025, with quarterly fluctuations depending on project burn rates.
Q:Will the gross margins contribution from Pioneer be dilutive in the short term?
A:Yes, Pioneer’s gross margins are expected to be dilutive in the short term as the company integrates and rolls out its strategy. Management is focused on Phase 1 integration, including system alignment and gross profit benchmarking.
Q:Which verticals are expected to grow significantly in the next 2-3 years?
A:Management is focused on mission-critical verticals, particularly health care and industrial manufacturing. They are also exploring future acquisitions in the Midwest and Southeast to expand their footprint and vertical market exposure.
Q:What is the current demand environment and where is the business seeing strength?
A:The company is focusing on proactive sales and transitioning short-term OpEx spending into long-term capital programs. An example provided was a national health care customer with assessments across 20 locations, which could lead to sustainable long-term revenue.
Q:Will the GCR business continue to decline or stabilize?
A:Management is guiding towards 70%-80% ODR and 20%-30% GCR for this year. While the focus remains on higher-margin owner direct business, the GCR component may fluctuate depending on acquisitions and business stages.
Q:Does the guidance change reflect only the contribution from Pioneer, or were there organic changes as well?
A:The guidance change primarily reflects the contribution from Pioneer Power, with initial projections being conservative. No significant organic changes were mentioned.
Q:Why did the ODR backlog fall sequentially, and is there a change in demand?
A:The decline in ODR backlog is attributed to timing issues rather than a change in demand. Management highlighted the importance of translating OpEx into CapEx and mentioned the recent hiring of a Senior Vice President of Sales to enhance sales strategies.
Q:How is the ramp-up of newly hired sales staff progressing?
A:The ramp-up is progressing as expected, with contributions typically taking time to materialize. Management noted that hires are often made with the expectation of full-year contributions in the following year.
Q:Review of Unclear Management Responses
A:Management avoided providing a direct answer to the question about whether the guidance change included organic adjustments, focusing instead on the conservative nature of projections for Pioneer Power.
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Earnings Word Cloud
The most frequently occurring keywords in this quarter's earning call
Brooks Executive
Phase
President
Research Division
Upper Midwest
VP
account team
analysis
benchmarking
brand
capital program
core
effort
emergency
end market
energy
engagement
expertise
facility assessment
financials
health care
integration Pioneer
integration process
investor presentation
measure
need
number
portfolio
sale leader
service offering
shutdown
spend
statement
structure
track
update
vertical
LMB Transcript
Limbach Holdings, Inc. (LMB) Q3 2025 Earnings Call Transcript
Positive11-5
The earnings call highlights strong ODR growth, strategic M&A activities, and a focus on margin improvement. Despite lower margins in Pioneer Power, management is proactive in addressing these issues. The Q&A reveals positive sentiment around future revenue growth and capital projects. However, some uncertainty exists regarding future SG&A costs and margin improvement timelines. Overall, the optimistic guidance, strong customer relationships, and strategic initiatives suggest a positive stock price movement in the short term, likely between 2% to 8%.
Limbach Holdings, Inc. (LMB) Q2 2025 Earnings Call Transcript
Positive8-6
The earnings call showed strong financial performance with significant revenue and profit growth, particularly in the Owner Direct Revenue segment. Despite some concerns about seasonal demand and debt, the proactive customer relationship strategy and geographic expansion plans are promising. The Q&A highlighted a focus on high-margin projects and strategic growth in key verticals, with management providing optimistic guidance. Although there was a short-term dilution in gross margins from Pioneer, the overall outlook remains positive, supported by increased free cash flow and effective expense management.
Limbach Holdings, Inc. (NASDAQ:LMB) Q1 2025 Earnings Call Transcript
Positive5-7
The earnings call presents a strong financial performance with significant growth in revenue, gross profit, and net income. The company's strategic focus on high-margin ODR services and successful acquisitions contribute positively. Despite some unclear responses in the Q&A, the overall guidance is optimistic with expected revenue and EBITDA growth. The lack of a shareholder return plan is a minor drawback, but the positive financial metrics and strategic initiatives outweigh this. The predicted stock price movement is positive, considering the robust growth and optimistic future outlook.
Limbach Holdings, Inc. (LMB) Q1 2025 Earnings Call Transcript
Positive5-6
The earnings call reveals strong financial performance with significant growth in revenue, gross profit, and net income. The company is expanding its high-margin ODR segment and has a solid liquidity position. Despite some operational risks and vague responses in the Q&A, the optimistic guidance, improved margins, and strategic acquisitions suggest a positive outlook. The absence of a share repurchase program is a minor concern, but overall, the financial health and growth prospects indicate a positive stock price movement.
LMB Report
Frequently Asked Questions
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