Owens & Minor Q2 2023 Earnings Call Transcript

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August 4, 2023

There are 11 speakers on the call.

Operator

Day and thank you for standing by. Welcome to the Owens and Minor Second Quarter 2023 Earnings Conference Call. Please be advised that today's conference is being recorded. I would now like to hand the conference over to your first speaker today, Jackie Marcus, Investor Relations. Please go ahead.

Speaker 1

Thank you, operator. Hello, everyone, and welcome to the Owens and Minor Second Quarter 2023 Earnings Call. Our comments on the call will be focused on the financial results for the Q2 of 2023 as well as our updated outlook for 2023, both of which are included in today's press release. The press release, along with the supplemental slides are posted on the Investor Relations section of our website. Please note that during this call, we will make forward looking statements.

Speaker 1

The matters addressed in these statements are subject to risks and uncertainties, which could cause actual results to differ materially from those projected or implied here today. Please refer to our SEC filings for a Full description of these risks and uncertainties, including the Risk Factors section of our annual report on Form 10 ks and quarterly reports on Form 10 Q. In our discussion today, we will reference certain non GAAP financial measures and information about these measures and reconciliations to the most comparable GAAP financial measures or included in our press release. Today, I'm joined by Ed Pesicka, President and Chief Executive Officer and Alex Bruni, Executive Vice President and Chief Financial Officer. I will now turn the call over to Ed.

Speaker 2

Thank you, Jackie, Good morning, everyone, and thank you for joining us on the call today. The 2nd quarter showed a continuation of positive momentum in many areas, including exceptionally strong cash flow, Meaningful improvement in net debt, mid single digit organic growth in our Medical Distribution division and continued double digit growth in our Patient Direct segment. However, we continue to see a slow recovery in our Global Products division as demand for our higher margin S and IP products remain constrained. One of the objectives for 2023 is to significantly reduce debt to provide flexibility for the business. Our performance in Q2 has put us well on the way to achieving this objective.

Speaker 2

Strong execution and focus by the overall organization, Combined with the operating model realignment program has led to over $300,000,000 in operating cash flow in the quarter, driven by the reduction of working capital, net proceeds from AR sales and the disciplined capital deployment. After celebrating the 1 year anniversary of the acquisition of Apria at the end of the Q1, Q2 marks 1st quarter was a year over year comparison of the Patient Direct segment. After a year of double digit pro form a growth in each of the previous four quarters, I am pleased to report that the segment continued to produce double digit revenue growth with top line performance fueled by Strong growth in most of our major product categories. In addition, we delivered year over year operating margin expansion of 25 basis points in the quarter. It is clear that the powerful brands of Byram and Apria are working well together with a broad offering to serve the patient in the home.

Speaker 2

We remain bullish on the outlook for the Patient Direct segment for the remainder of the year as well as the long term as demand for Moving on to our Products and Healthcare Services segment. The results in this segment were mixed. In our Medical Distribution division, we saw year over year revenue growth accelerate to over 5%, driven by growth at our existing customers and the implementation of new wins, partially offset by the residual impact of previous losses. In addition, it should be noted that same store sales excluding PPE showed growth of 10%. However, as we recognize the positive momentum in our Medical Distribution division, it is prudent to recognize headwinds we face elsewhere, Specifically in our Global Products division, as demand for our higher margin PPE products declined year over year.

Speaker 2

When combined with our fixed manufacturing costs, this means we must work much harder to control cost. With elevated supply levels and lower demand for PPE, we are remaining cautious on the balance of the year given these trends. We are working hard to navigate these uncertainties, recognizing what we can and cannot control and managing our business as closely as possible. One of the key elements to minimizing this headwind is our operating model realignment program. With our operating model realignment program well underway, we have already implemented cost saving efforts while enhancing the processes to drive operational excellence as well as diligently reviewing each segment's opportunity for growth.

Speaker 2

1st, Within our sourcing and demand management work stream, the team has made significant strides to date with positive results already. 2nd, redesigning our organizational structure will allow us to invest and build teams in areas central to our growth opportunities in the coming quarters. 3rd, our focus on network rationalization and operational excellence will be critical in the ongoing management of our Products and Healthcare Services segment, particularly if the broad demand challenges continue in the coming quarters. And finally, we are having important conversations with customers and partners to improve our commercial excellence and product profitability. Everyone recognizes the difficult nature of an inflationary environment, But at the same time, our customers have come to rely on our proprietary and distributed products as critical components of patient care.

Speaker 2

We are on a clear path to achieve the $30,000,000 target for contribution to adjusted operating income in 2023 from this program, With the vast majority of the benefits in

Speaker 3

the coming months, many of

Speaker 4

the actions have already taken place and we are confident in

Speaker 2

the value provided by the Operating model realignment program for the remainder of the year. When I look at the back half of the year, I like the opportunities presented by the operating model realignment program, The continued strength of our Patient Direct segment and the revenue growth in our Medical Distribution division. However, the previously mentioned caution around the outlook of S and IP products has resulted in us slightly adjusting our full year expectations. Finally, the team and I hope you will join us for our 2023 Investor Day in early December in Boston, at which we will share our vision for the future of Owens and Minor. I will now turn the call over to our Chief Financial Officer, Alex Bruni, to discuss our Q2 financial performance and our guidance for the full year.

Speaker 2

Alex?

Speaker 5

Thank you, Ed. Good morning, everyone. I'd like to start by reviewing our financial results and the key drivers of our performance in the Q2 of 2023. Following that, I'll briefly touch on our outlook for the remainder of the year and the cadence for the 3rd and 4th quarters. Starting with our 2nd quarter results, our revenue for the quarter was $2,600,000,000 which represented growth of 2.5% and was driven by continued strong performance in our Patient Direct segment and Growth in the Medical Distribution Division of Products and Healthcare Services.

Speaker 5

For the quarter, patient direct revenue was up 10.5% versus the prior year With strong growth across most categories, especially in our largest categories of diabetes and obstructive sleep apnea, Products and Healthcare Services revenue was relatively flat compared to the Q2 of 2022, with growth in medical distribution of 5%, offset by headwinds in our Global Products division. 2nd quarter gross margin was $519,000,000 or 20.3 percent of revenue, compared to $533,000,000 or 21.3 percent of revenue in the Q2 of 2022. The gross margin contraction was driven by a change in product sales mix as less higher margin PPE was sold, partially offset by a reduction of LIFO expense $6,700,000 versus the prior year, driven by a significant reduction in our medical distribution inventory. Our distribution, selling and administrative expense for the quarter was $455,000,000 making up 17.8 percent of revenue. This expense increased by $33,000,000 versus the prior year, primarily due to variable expenses in Patient Direct to support revenue growth, along with increased teammate benefits expenses and inflationary pressures negatively impacting wages and occupancy costs, which affected both segments.

Speaker 5

GAAP operating income for the quarter was $10,800,000 and adjusted operating income was $62,000,000 Strong top line performance in our Patient Direct segment was critical to our margin performance during the quarter. Interest expense for the quarter was $41,000,000 which reflected an increase of $4,900,000 as compared to the prior year, primarily due to interest rate increases. GAAP net loss for the quarter was $28,000,000 or a loss of $0.37 per common share. Adjusted net income for the quarter amounted $14,200,000 or $0.18 per share. Adjusted EBITDA in the second quarter was $113,000,000 with a margin of 4.4%.

Speaker 5

Additionally, and as Ed mentioned, our operating model realignment program continues to gain momentum, which improved our margin performance. We remain on track to achieve $30,000,000 of contribution to adjusted operating income in 2023 from this program, as well as exiting the year with a $100,000,000 run rate. Let's now look at cash flow, the balance sheet and our capital structure. In the Q2, we generated significant operating cash flow of $313,000,000 inclusive of $150,000,000 in net proceeds from AR sales. During the quarter, it became economically attractive for us to enter into a program that allows us from time to time to sell receivables related to a handful of customers across Also, as you've seen over the trailing few quarters, our business is capable of

Speaker 2

producing strong levels of operating cash flow,

Speaker 5

which is driven by margins within Patient Direct, followed by cash conversion and rigid working capital management across all business lines. Due to the level of cash from operations, we reduced total debt by $49,000,000 and net debt by $269,000,000 during the 2nd quarter. We have built invested cash balances, much of which is earmarked toward our 2024 series notes. Presently, these investments are out earning the coupon on much of our near term and longer dated debt. It's also worth noting that we have reduced total debt by $309,000,000 since Finalization of the Apry acquisition.

Speaker 5

At the end of Q2, our total debt was $2,300,000,000 and net debt was $2,000,000,000 Delevering remains a top priority. With another quarter behind us, we are able to narrow our guidance for 2023. We are revising our revenue, adjusted EBITDA and adjusted EPS outlook to reflect our confidence in Patient Direct in the operating model realignment program, Balance against the lack of visibility and caution we have around S and IP product sales in the back half of the year. The new details are available in our press release from earlier this morning and the supplemental slide on the Investor Relations portion of our website. As we think about the cadence for the second half of the year Consistent with our expectation that our earnings will be heavily weighted to the back end of the year, it's reasonable to expect that Q4 earnings could be roughly twice that of Q3 due to traditional seasonality and moreover timing of the realization of the operating model realignment benefits.

Speaker 5

We are heavily focused on delivering savings on time and in full as well as driving the performance of the business. Before turning the call over to the operator for Q and A, like to thank all of our dedicated teammates for their efforts in enabling Owens and Minor to provide the highest quality of service to our customers. With that, I'll now turn the call over to the operator for questions. Operator?

Operator

Thank you. We'll go first to Kevin Caliendo at UBS.

Speaker 6

Hey, guys. Hey, Scott. A lot to unpack here. But I guess to start, sort of help us Bridge first half to second half, third quarter to fourth quarter in terms of what is embedded And the expectations to go from, in essence, at the midpoint $222,000,000 of EBITDA to $333,000,000 in the second half. Like what needs to happen in your opinion to get there from now Q3 or Q4?

Speaker 6

I get part of it is the cost savings plan, but operationally ordering patterns, what needs to what do you need to see to Get comfortable that you can achieve this.

Speaker 2

Sure. Let me break it out in different components. Let me start first with Patient Direct. So Patient Direct has normal seasonality in their business and that's Historically shown, if you look at what the performance was last year in patients were active, patients hit their deductibles, The increase in the demand for products escalates at a pretty rapid pace in the back half of the year. In addition to that, just the tradition of the continued Strong performance in our Patient Direct business.

Speaker 2

So that's the normal traditional ramp there. And we expect that to continue at the pace, not accelerate from where it's been historically. Then the second aspect of it is you're absolutely right in the operating model realignment. In the 4 major work streams that we have, A lot of that work has already been done and locked in. It's just it needs to work its way through the system.

Speaker 2

So take sourcing, for example. While we've gone on and been able to source product and raw material at a lower price, those products raw material are working their way through the inventory through the systems, which those will end up I think another example in that would be the way we've structured our organization and from our network optimization. Those actions have taken place. So those are locked in and going into the marketplace. The next thing is really the continued reduction of debt.

Speaker 2

We've done a really good job on taking debt down, which is actually going to help drive that impact, not so much on EBITDA, but on the adjusted operating income. Then in our Medical Distribution segment, the continuation of the growth in that segment and the fixed cost we'll leverage we're getting in it. And lastly, which is really the toughest one for us to predict in full transparency is the expectation of improvement within the demand for our Products within our products Global Products division, specifically PPE. What I can say is we have seen sequential or month over month Improvement in the demand for those products as the year has progressed. But look, it's still difficult to put your finger exactly on it or put a pin on it Because what the customers have in safety stock in addition to that, I don't want to miss the fact that you've got major distributors out there that Carry our product and distribute them that have significant excess stock both of our product as well as other brands in there.

Speaker 2

That's why we're trying to be cautious, that last component. Look, the first 3 or 4 I talked about, they're pretty much locked in. We just need to continue to execute on those. And then the one at the end is the one that's really difficult to put a pin on, which is why we're trying to be a little bit more cautious on the back half.

Speaker 6

Can I ask a follow-up? When it comes to PPE, can you maybe talk about where the pricing is in the marketplace? And Maybe more importantly than pricing, how is your competitive positioning, in your opinion, changed, if at all, over the last 6 months or 9 months as these inventories had built and are now coming down. Are you seeing any additional competitive Pressures from sourcing outside of the United States or anything else. Just help us sort of understand what how the market dynamics are playing out for you in your opinion.

Speaker 2

Yes. In my view, I think we've seen prices stabilize. We saw a rapid decline in price in 2022, But true 'twenty three here, they somewhat I would say in essence they stabilized. And so that's where I would say they are right now.

Speaker 6

And just from a positioning perspective, are you do you feel like in terms of share or And the reordering that you're seeing, is it as you're expecting in terms of your share of that or

Speaker 2

Yes, the mix hasn't changed.

Speaker 5

Okay, great.

Speaker 6

Thank you, guys.

Operator

We'll take our next question from Michael Cherny at Bank of America.

Speaker 7

Thanks so much for taking the question. Maybe if I can follow-up a bit there. Obviously, a lot of moving pieces both Within your control and without, can you maybe just give us some sense on risk weighting the various components as you build that back half ramp? I know you've been adamant about The ramp over the course of the year, it seems like relative to at least where consensus is that the 3Q to 4Q jump off is a little steeper. So curious how we think about Where you have the highest degree of visibility, where you think there's still items that are out of your control that you're waiting to make sure come through, especially maybe on PPE pricing for 1?

Speaker 2

Sure. Yes, I think the clearest line of visibility is in our operating model realignment savings. Like I said, those are completely locked And then I think there's a high level of confidence also in the seasonality and just the continued strong performance across all the segments in Patient Direct where I believe we continue to win business and continue to generate operating leverage in that business. I think in our Medical Distribution business, we We continue to have momentum with growth, so higher level of confidence there. And I think I was trying to be clear that the one area that's Still difficult to put an exact pin on it is, when does destocking and when I say destocking, not just at a customer, but at our And other distributors that sell our product because they bought a tremendous amount of ours as well as other products in the market and that flushing through.

Speaker 2

That's the one variable that, again, we don't have complete control over, as well as 100% visibility on. So, waiting on that's the one I would put as the risk factor. The other 4 or so, pretty very high level of confidence in them.

Speaker 7

I guess on that last risk factor, sorry to harp just on the most negative part, but How do you think about the proof points you're looking for just because no one could have predicted the pandemic, no one could have predicted the rollercoaster that we've seen on demand on PPE. You went out of your way to service your customers incredibly well in terms of delivering what was needed. We've all been wondering to figure out when are we going to get to the new normal And what that is? And so especially with your look into not just your direct customers, but also the distribution side, what are the proof points you're looking for to Call success, call victory there.

Speaker 2

Yes. So the proof points we're looking at is comparison back to 2019 demand, that was kind of the call that a steady state program. And then within our existing customers, we're starting to see some customers that we know that Again, customers, what we distribute to them and they use our products, we're measuring those customers and we're starting to see some of those customers back to pre COVID levels of ordering. So that's telling us that they've burned through that level of inventory. And then the other side is really taking a hard look at tracings To other distributors of what they're doing.

Speaker 2

So those are some of the key factors. And again, we have seen improvement month over month, But to get it overall back to the improvements have fluctuated from month to month. They haven't been at a steady state, I'll put it that way.

Speaker 3

Thank you.

Operator

We'll take our next question from A. J. Rice at Credit Suisse.

Speaker 8

Hey, thanks. You have Jonathan Young on for A. J. Here. I guess, if we think about the range of your EBITDA guidance And obviously, the big risk factor is the destocking component.

Speaker 8

I guess, how much more does it need to improve For you to come to the midpoint and then at the bottom end of the range, what is kind of assumed there in terms of What happens on the destocking trend? Is it similar to what we're you're experiencing now? Or is there some improvement? Just trying to get a flavor of the risk factor No, from the bottom and top and the EBITDA guidance.

Speaker 2

Sure. From a risk factor standpoint, here's the way I would summarize it. The weight, The material significant majority of our EBITDA for this year is coming out of the Patient Direct segment. So if you Obviously, if you go back and if you look at the 1st and second quarter of the adjusted EBITDA generated in our Patients Rx segment and expect The ramp in the back half of the year, that's where the bulk of that EBITDA is going to be coming from for the full year. Then if you think about just the small amount of the operating model that's been in 1st quarter and then this 1st and second quarter with the bulk of that coming in the 3rd Q4, that will hit more in the patient I'm sorry, product and healthcare service So look, from a risk factor on that, we've got it is heavily weighted, significantly weighted towards Patient Direct with The bulk of the stuff in product and healthcare service coming from some seasonality, but the true benefit of our operating model realignment.

Speaker 2

So I guess the short answer is that the derisk it is, there's little of it coming from the product and healthcare services In the back half of the year compared to what's coming from the other parts of the business.

Speaker 5

Sorry, I was going to say just to a lesser extent, we do think that LIFO and stock comp will be factors in terms of where we land within that range.

Speaker 8

Okay. That's helpful. And then you mentioned that some customers Are improving their purchasing patterns. I guess from it sounds like they're burning through, but what about the distributors? Do you have any sense of how much Perhaps excess inventory they have?

Speaker 8

And then are they purchasing other competitor products? Or Kind of how is that trend looking and how much months stock do they all have on hand relative to what you would normally think that they would need? Thanks.

Speaker 2

Yes. I think that's tough because getting that data is difficult. But we believe that look, we look at ourselves as a proxy. And we know we've done a really good job in the last quarter of taking inventory down, which turned around and helped us generate tremendous cash flow for the quarter. So we know that we believe that if we're using ourselves as a proxy, we know we're thinking they have similar And we've probably been more highly focused on moving our inventory out specifically our products To get it to turn.

Speaker 2

So the short answer here is we don't have direct visibility, but we can by proxy look at what we have And believe that across the board, whether it's the 4, 5 or 6 distributors that are key distributors to us, we believe they have similar, if not more than what we would have in stock.

Speaker 8

Okay. Thanks.

Operator

Next, we'll go to John Stancil at JPMorgan.

Speaker 4

Good This is John on for Lisa. Just a question going back to some of the commentary around sourcing and demand management. It sounds like you're having positive impacts already, But I noticed you kind of adjusted the commodity price assumptions in the guidance from kind of stable to improving just to stable. Is there Anything more than just like added visibility on kind of the input size that has changed for you through the quarter or kind of what's driving your cost, outlook and backup? Thank you.

Speaker 5

Yes. Thanks, John. Obviously, in our products division in particular, we keep a very close eye On commodities and how they impact things. I would say that the update here was just based on a broad look across trends and I think a judgment that it's probably more stable than stable to improving.

Speaker 4

Okay, great. And then just I know we had some discussion last quarter around home respiratory, potentially being a little below kind of the average with inpatient direct. How about trend during the quarter? And I guess are you seeing any changes in patterns there?

Speaker 2

Yes. At a high level in the Patient Direct business, Again, just can't be more pleased that we had double digit growth overall in that segment. And that's coming off of some pretty tough comps, so we had double digit growth on a pro form a basis Last year in that segment. The one category coming off of COVID, it's home respiratory that is still not growing at the rate we want it to. It has improved sequentially quarter over quarter.

Speaker 2

The other aspect of what we have with the home respiratory is with the Philips Recall on our NIBs and other home respiratory products, it has caused us to actually have to spend more capital to get new machines that are qualified. The long term benefit of that is though we're comfortable that Phillips over time is going to get it fixed. When we get it fixed, we're going to have We're not going to need to spend the capital because those machines will all be refurbished and ready to go. So I guess in the home respiratory, it's still not where we want it to be. It is improving as the year has progressed.

Speaker 2

But again, we've got to look at the other aspects of it where across all of our categories are 2 major ones Being diabetes and CPAP, both of them growing in the double digit range. Overall, the total segment growing in double digit And across the board, whether it's Ostomy, incontinence, wound care, urology, all those categories continuing to do extremely well in the marketplace.

Speaker 4

Great. Appreciate the color.

Operator

We'll go next to Daniel Grossliet at Citi.

Speaker 9

Hi, thanks for taking the question. I want to go back to what's the I guess the topic of the day or maybe topic of the year, the PPE destocking. Earlier this year, I think you mentioned around in your conversations with systems around a third of hospitals We're working through their inventories, a third still had access and a third have about a year's worth of stock. But I guess you if there's been any change to that And if there's any way to kind of quantify your conversations with hospitals in their PPE stocks right now?

Speaker 2

Yes. All I would say is based on the conversations as well as some of the data we looked at, that has gotten slightly better. And again, we've Seeing that get slightly better from Q1 to Q2, but it's just it's that second bucket, those last 2 thirds You know that they have excess stock that's less than a year and up to a year on the other side of it. Those are the ones that it's slow for those to come down. And again, that's just one component of it.

Speaker 2

That's just what hospitals have. So we've seen that improve, but we also have to factor in also we've got other Channels to the market of our product were those other channels have extra stock and that's another one that's tough to get your arms around as you look at different Data like sales tracings to try to get to where you need to get to on that.

Speaker 3

Yes, yes.

Speaker 9

Okay. And then on the core distribution ex PPE, it seems like that's trending nicely around 10% Year over year growth this year versus mid single digit last quarter, just curious what's causing that acceleration And same store sales growth?

Speaker 2

Yes. I think it's a couple of things. I think it's the great service. I was actually out with a customer yesterday Where we're running just raw fill rates, north between 98% 99%, so some of the industry leading raw fill rates. And again, that's no noise.

Speaker 2

It's what they order. They get what they want when they want. And that's one of the things that's driven it. I think the other aspect of it Has been some of the new win implementations that are starting to take place. And then just better execution in the field.

Speaker 2

I think those are 3 of the major factors That are driving that strong performance in the Medical Distribution division.

Speaker 9

Got it. Thanks for the color.

Operator

We'll go next to Eric Coldwell at Baird.

Speaker 10

Thanks. The last one touched on my first question, but again going back to the distribution growth Either the 5% or the 10% ex PPE is pretty good, probably better than market trend in hospitals. I was hoping you could parse that out perhaps differently. What component of that growth is new wins versus penetration of existing accounts? Maybe what kind of offset you had from prior period losses?

Speaker 10

And then if you could sprinkle in some conversation around volumes and Pricing outside of PPE that would be helpful as

Speaker 3

well. Yes. I think at a

Speaker 2

high level, Eric, and I know we normally haven't gone into this level of detail, but at a high level, I would think there is a reasonable blend between price and volume, call it roughly half price, half volume from a broad standpoint. Again, manufacturers a lot of times are setting the price with the hospital. We're passing that out with the cost plus. So it's roughly about half and half, I would say, if we look at our business. Again, our same store sales is again is driving a significant portion of this, which when we use it as a proxy for the health of our business and the health of the industry, when we see 10% Same store sales excluding PPE that tells us we're continuing to expand and gain share, whether that's both through additional services within the customer As well as broader portfolio, with additional products and penetration of the account.

Speaker 2

I would say that's partially offset by some trailing losses. That's having maybe a couple of points or so of impact. And then we've got a point or 2 of impact, the benefits of the new wins that are coming into place right now. And we expect that just to continue with momentum. But You're right, Eric.

Speaker 2

Really pleased with the way the revenue growth in medical distribution sales is going. The flat the 5% growth Just overall, regardless of all the noise in the system, is really a testament to what the commercial team has done as well as What we've done from going out and driving significant operational improvements relative to what historically has been there for us and others in the industry.

Speaker 10

When you cite additional services, could you give us a sense of what you're talking about there? Would that be things like Kitting programs, stocking as a service, I mean, is there Any kind of additional color that you could provide on the additional services opportunities?

Speaker 2

Yes. Some of the stuff like I'll give you an example is outsourced logistics. So you may have a device company or another manufacturer that's looking for the outsourcing logistics And being able to get the product into the hospital, that's one example of where we're starting. We're seeing growth is in our outsourced logistics business. So that's I just use that as a single example, but that's an example of a service where we're doing that.

Speaker 2

And we are we've spent tremendous amount of time in our kitting business since you did raise that With our leadership in the operations, we've spent tremendous amount of time really looking at how do we eliminate cost as well as waste in there and improve service. And we've increased now our service levels to close to 100%

Speaker 3

of being able to

Speaker 2

manufacture and get Sure, and get kits out on time. And all that's done right now in the U. S. So from a service level, it has the ability to get it to the customers quicker. That's another example of some of the stuff that we're focused on.

Speaker 10

And then if I might, what's the in distribution, just core Acute Care, I guess, as well as any alternate site comments. But what is the landscape for The new business environment today, is the market is there churn out there? I mean, we've heard it's stabilizing and there's not as much, but What are you seeing in terms of RFPs or customers maybe vetting other vendors? Just Big picture on churn and pipeline expectations?

Speaker 2

Yes. So, here's the thing. We've seen some big chunky ones that are Out right now, where there's opportunity and where we're also in a retention position, the good news is The bulk of our top 10 we renewed for extended periods of time. I think that was critical to us. But we are seeing a mix right now in some of the large bulky ones Large ones.

Speaker 2

But then also, I think that we're also there's also the mid and small sized customers That are looking for different ways to have a higher level of service as well as competitive pricing out there. Our pipeline is still strong. We've got a very large pipeline. And if you just think about it in an average, If an average customer is a 3 to 5 year contract, our pipeline should be $1,000,000,000 plus At any time, as we're looking to look at as we're looking to find opportunities to win business.

Speaker 10

Okay. Thank you very much. Appreciate it.

Operator

And there are no further questions at this time. I would like to turn the call back over to Ed Paseka for closing remarks.

Speaker 2

I want to thank everyone for joining us on the call today. The participation of everybody on this call is extremely appreciated as well as we value the interest in the company. I think we've done a really good job sharing the progress that we've made as well as what we're going to continue to do in the coming quarters. I look forward to continuing to share that Progress in the coming quarters and also at our Investor Day in December in Boston. Again, thank you for your time and attention today and look forward to talking to you soon.

Operator

And this concludes today's conference call. Thank you for your participation. You may now disconnect.

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