Prestige Consumer Healthcare Q3 2024 Earnings Call Transcript

Quartr
Provided by Quartr
February 8, 2024

There are 10 speakers on the call.

Operator

and thank you for standing by. Welcome to the Prestige Consumer Healthcare's Third Quarter Fiscal 20 24 Earnings Call. At this time, all participants are in a listen only mode. Please be advised that today's conference is being recorded. I would now like to turn the call over to your speaker today, Phil Tripoli, Vice President, Investor Relations and Treasury.

Operator

Please go ahead, sir.

Speaker 1

Thanks, operator, and thank you to everyone who has joined today. On the call with me are Ron Lombardi, our Chairman, President and CEO and Christine Sacco, our CFO. On today's call, we'll review our Q3 fiscal 2024 results, discuss our full year outlook and then take questions from analysts. A slide presentation accompanies today's call can be accessed by visiting prestigeconsumerhealthcare.com, clicking on the Investors link and then on today's webcast and presentation. Remember, some of the information contained in the presentation today includes non GAAP financial measures.

Speaker 1

Reconciliations to the nearest GAAP financial measure are included in our earnings release and slide presentation. On today's call, management will make forward looking statements around risks and uncertainties, which are detailed in a complete Safe Harbor disclosure on page 2 of the slide presentation accompanying the call. These are important to review and contemplate. Business environment uncertainty remains heightened due to a variety of factors including high inflation, geopolitical events and supply chain constraints, which have numerous potential impacts. This means results could change at any time and the forecasted impact of risk considerations is the best estimate based on the information available as of today's date.

Speaker 1

Further information concerning risk factors and cautionary statements are available in our most recent SEC filings and most recent company 10 ks. I'll now hand it over to our CEO, Ron Lombardi. Ron?

Speaker 2

Thanks, Phil. Let's begin on Slide 5. We are very pleased with our Q3 performance that exceeded our sales and earnings expectations and added to our strong results earlier in the fiscal year. Net sales were $283,000,000 in the 3rd quarter, up nearly 3% and ahead of our outlook. This performance was thanks to strength in our Ear and Eye brands in the U.

Speaker 2

S. And continued strength in our International segment, which more than offset the impact from the strategic exit of the private label business we've previously discussed. As expected, gross margin improved versus the prior year enabling increased marketing reinvestment. For EPS, we generated $1.06 up 2% versus the prior year. These results translated into robust free cash flow of approximately $70,000,000 enabling further debt reduction that had us finish the quarter at 2.9 times leverage.

Speaker 2

We are now within the long term leverage target of operating with less than 3 times leverage that we outlined back in May. We will discuss the benefits and capital deployment optionality this gives us later on in our remarks. So in summary, our strong Q3 performance built on a solid first half and these results continue to enable robust free cash flow that can drive incremental shareholder value from our proven business strategy. Now, Let's turn to page 6 to discuss the strength in ear and eye care in more detail. Ear and eye care is our 3rd largest category on a percentage of revenue basis, representing over 15% of sales.

Speaker 2

As shown on the left side of the page, this category contains a wide assortment of leading brands, each designed to solve for a specific consumer need. Clear Eyes is a time tested and proven leader in redness relief and has a long heritage with consumers. Veratiers is well established as a leader in dry eye solutions. For a consumer, it stands for soothing eye relief. Dye drops, ointments and compresses define the category and help alleviate the discomfort associated with size.

Speaker 2

And lastly, shown here is Dbrox, the leading solution for ear care at home and without a doctor's visit. By strategy, we've created a portfolio that gives us market leading scale in eye care With the number one position in units across OTC eye drops, we leverage our broad learnings to provide unique insights. These help establish category leadership with both retailers and consumers that enables brand building and long term growth. There are two examples of this on the right side of the page. For marketing, we continue to drive consumer awareness TV and digital channels around the benefits of safe and effective eye drops like Clear Eyes and TheraCures.

Speaker 2

We also continue to invest in digital content, which helps consumer find the eye drop solutions that's best for them. Innovation is also another element to long term success and generally fits in 2 categories. First, we established claims, which helps differentiate products for consumers. For example, our 12 hours of hydrating comfort claim delivers the all day release consumers desire. 2nd, we establish innovation across need states that offer specific solutions consumers seek.

Speaker 2

ClearEye Sensitive Eyes is an excellent example specifically formulated for Sensitive Eyes. The result of our strategy is a winning franchise that continues to experience solid growth. After certain supply disruptions in fiscal 2023, We've returned to growth of over 10% year to date and continue to grow in the mid single digit range over time, thanks to these characteristics. With that, I'll turn it over to Chris to discuss the financials.

Speaker 3

Thanks, Ron. Good morning, everyone. Let's turn to Slide 8 and review our Q3 fiscal 'twenty four financial results. As a reminder, the information in today's presentation includes certain non GAAP information that is reconciled to the closest GAAP measure in our earnings release. Q3 revenue of $282,700,000 exceeded our expectations, increasing 2.6% from the prior year on both a reported and organic basis.

Speaker 3

North American OTC segment revenues were flat versus prior year, with strength in the eye and ear care category offset by headwinds related to the strategic exit of the private label business and weakness in certain non core brands. International OTC segment revenues increased approximately 20% versus the prior year with broad based strength that included solid double digit growth the Hydrilyte brand. As expected, EBITDA was approximately flat to prior year attributable to higher A and M spend, while EBITDA margin was consistent with first half performance. EPS increased 2.2% in Q3 from the prior year, reflecting the benefit of our free cash flow and reducing debt in a more stable interest rate environment. Let's turn to Slide 9 for more detail and discuss year to date consolidated results.

Speaker 3

For the 1st 9 months of fiscal 'twenty four, revenues were up 80 basis points $848,400,000 and grew 1.2% versus prior year when excluding FX. By segment, excluding FX, North American segment revenues were approximately flat, while the international segment increased approximately 12% versus the prior year. In North America, the largest category growth drivers for the 1st 9 months were strong ear and eye care and dermatological category sales, which helped partially offset declines in women's health and the strategic exit of the private label business. Year to date, we also experienced solid high single digit year over year growth in the e commerce channel. The International segment performed above our long term expectations, thanks to strong performance across numerous brands and geographies.

Speaker 3

Total company gross margin of 55.7 percent in the 1st 9 months was down slightly versus prior year, owing to challenging comparisons in Q1. This gross margin was as we expected and attributable to cost increases, partially offset by pricing actions and cost savings across our portfolio, which entirely offset the dollar amount of inflationary cost headwinds. For the full fiscal year, we continue to anticipate gross margin flat to up slightly versus fiscal 2023 with Q4 estimated to increase nearly 200 basis points versus prior year to 55.5%. Advertising and marketing for the 1st 9 months was up in dollars the prior year and flat on a percentage of sales basis at 13.6%. For Q4, we anticipate an A and M rate of approximately 12.5% attributable to the timing of marketing opportunities.

Speaker 3

G and A expenses were 9.4% of sales in the 1st 9 months, consistent with prior year. Diluted EPS of $3.19 was up versus $3.14 in the prior year, despite a headwind related to the timing impact of marketing spend and higher interest rates. We anticipate interest expense in Q4 of just over 15,000,000 to our debt reduction efforts. Finally, our Q3 tax rate was 23.8 percent and we anticipate a similar rate in Q4. Now let's turn to slide 10 and discuss cash flow.

Speaker 3

For the 1st 9 months, we generated 100 and $5,600,000 in free cash flow, up mid single digits versus the prior year. At December 31, Our net debt was approximately $1,100,000,000 nearly 90% of which is fixed, and we achieved a covenant defined leverage ratio of 2.9 times, consistent with our long term objective. Although we anticipate reducing debt through the balance of the fiscal year, our reduced leverage and remaining debt being largely fixed at attractive rates unlock further flexibility around capital deployment moving forward. With that, I'll turn it back to Ron.

Speaker 2

Thanks, Chris. Let's turn to Slide 12 to wrap up. We are on pace to deliver excellent full year results and exceed the earnings outlook that we began the year with. We are pleased with this improved EPS forecast that is driven by our proven business strategy in a well positioned and diversified portfolio. For fiscal 2024, we continue to anticipate revenues of $1,135,000,000 to $1,140,000,000 and organic revenue growth of approximately 1% to 2% versus fiscal 2023 or organic revenue growth of 2% to 3%, excluding the strategic exit of the private label business.

Speaker 2

For Q4, we are forecasting revenue of approximately $287,000,000 a slight year over year increase. This implies revenue for the full year at the lower end of our original guidance driven largely by unfavorable FX. For EPS, we now anticipate diluted EPS of approximately $4.33 for fiscal 2024. Thanks to our strong year to date results and the power of our cash flow. For Q4, we expect EPS of 1.14 up high single digits versus the prior year.

Speaker 2

Lastly, we continue to anticipate free cash flow of $240,000,000 or more using cash flows for deleveraging through the balance of the year. With that, let's turn to Slide 13 for a reminder around our business strategy and the long term targets for financial growth. Even in today's evolving marketplace, Our diverse portfolio of leading healthcare brands provide a great starting point that supports predictable long term top line organic growth of 2% to 3% annually. This level of growth is amplified by our industry leading cash flows that accelerate this top line growth into 6% to 8% organic EPS growth over the long term. Equally important, Our strong free cash flow and resulting deleveraging creates additional optionality for capital deployment, including M and A that can drive significant upside to this algorithm.

Speaker 2

We continue to assess go forward opportunities And we have a long history of using our leading financial profile to help drive further upside, whether it be buying back stock, paying down debt or doing M and A. We remain confident that our business attributes support this proven formula. We look forward to providing additional details on our expectations for next year on our May call. With that, I'll open it up for questions. Operator?

Operator

The first question today will be coming from Rupesh Parker of Oppenheimer, your line is open.

Speaker 4

Good morning and thanks for taking my question. So I guess given there's been a lot of concerns just about cough and cold, I would just love to hear your expectations for Q4 for that category.

Speaker 2

Good morning, Rupesh. So for starters, the coughcold part of our business is about 7% of revenue And sales continue to be largely in line with what we anticipated at the start of the year. And Q4, we would anticipate to be fairly close to the levels that we had last year.

Speaker 4

Okay, great. And then just on Women's Health, the business improved sequentially just from a decline perspective. Just your latest thinking on that business and your expectations of getting back to growth there?

Speaker 2

Yes. As we said at the start of the year, we anticipated that this year was going to be Kind of a recovery and stabilization for the 2 brands, Monistat is definitely there. It got recovered earlier in the year And Summer's Eve continues to see improving trends, and should both of those brands should be in a good position to begin growth for next year.

Speaker 4

And then just for FY 'twenty five, I know you guys aren't ready to provide a guidance range, but is there any initial high level puts and takes that we can think of as we look towards your next fiscal year?

Speaker 2

Yes. We finished up the prepared remarks today with that slide that we've talked about for a long time with our 2% to 3% top line growth and mid single digit bottom line growth. So directionally, I think that's where you might want to consider starting and certainly we'll get into lots of detail on the May call.

Speaker 4

Great. My final question, just given you guys are in a really good position from a debt pay down perspective, there's only a limited amount of valuable rate debt to pay down. So it seems like you have a lot more flexibility to actually deliver on the algorithm. So how does your team think about even with the excess cash maybe even investing more in the business just given you could see more accretion going forward from share buybacks. And so just trying to get a sense of just the flexibility to invest more in the business, because it does feel like you guys have more levers delivered that 6% to 8% EPS growth?

Speaker 3

Yes. Rupesh, good morning, it's Chris. So yes, we did talk about continued deleveraging in Q4, But as Ron highlighted, you hit it right on the head as we head into fiscal 2025 and beyond, leverage now at 2.9%, right? The remaining debt that we have is largely fixed at very attractive rates. So, I think you're going to see increased optionality from us in terms of, whether it be M and A, buying back stock and or continue delevering.

Speaker 3

We have the optionality to do more than 1, and we'll look forward to that as we head into fiscal 2025.

Speaker 4

Great. Thank you. I'll pass the line.

Operator

Thank you. One moment while we prepare for the next question. The next question will be coming from Susan Anderson of Canaccord. Your line is open.

Speaker 5

Hi, good morning. Nice job

Speaker 1

on the

Speaker 5

quarter. I was wondering if maybe you could talk about kind of the puts and takes in the P and L That's changed a little bit to raise the bottom line while keeping the top line the same. And then also just On the North America sales ended up flattish, it looks like really nice growth in ear and eye care. Maybe if you could talk about the other categories? And then I think you mentioned that non core brands you maybe saw some weakness there.

Speaker 5

If you could talk about what brands those were? Thanks.

Speaker 3

Yes, Susan, maybe I'll start and then Ron could take the second part of your question. So, the Q3 beat was really timing behind a strong international performance. We talk about the nature of that business being a distributor model and sometimes the quarter to quarter results could be a bit lumpy and we did see that. So Hence, no real change to our full year outlook. On the bottom line, EPS really helped by a more stable interest rate environment.

Speaker 3

So As we've said, the power of our cash flow and our ability to delever in fiscal 2024 was really offset by the rising interest rate environment. And as we head into a more stable environment, we would expect to continue to see that leverage you've seen in the past from us on the bottom line, as Ron was highlighting earlier, as a result of our Capital deployment. If you want to take

Speaker 2

the second part of that? Sure. So in terms of performance across the portfolio, We called out the ear and eye in international in the release and on the prepared remarks today. Those two areas continue to have a lot of momentum and do well. Over time, we would expect that the non core and tail brands would decline.

Speaker 2

You may get a little bit of peaks and valleys from quarter to quarter. So there wasn't anything out of line across the tail part of the portfolio in terms of performance during the quarter.

Speaker 5

Great. And then maybe if you could talk about or give some color on just you saw in the quarter on units versus pricing and just kind of your expectations for the rest of the year in terms of volumes versus pricing as those price increases kind of taper off?

Speaker 3

Yes, Susan. Hi, it's Chris. So We're still benefiting from certain pricing actions that we took in fiscal 2023. We still expect the full year to be split about half from price growth from price about half volume. Year to date, we're pretty consistent with that.

Speaker 3

For Q3, pricing was a little bit less than half, right, as we start to lap continue through the year. We do expect that to continue in the Q4. But I think what's important is unlike some others, our volumes have really remained pretty stable. Last year, we talked about 2 thirds of our growth coming from price, but we still had volume growth. This year, we talk about half and half and the year is proving out to fall in line with that.

Speaker 3

So really speaks to the stability of our part of the store and the needs based nature of our products.

Speaker 5

Okay, great. Thanks. And then maybe one last question, if you could just talk about the cost savings that you have put in place to help gross margin back given the inflationary pressures. I guess, have you started to see those flow through the P and L and how should we think about that as we look out the next few quarters? Thanks.

Speaker 3

Yes, sure. So we have begun to see the benefit of that. We're up 130 basis points in the Q3 year over year. Some of that is price, but less than half. The other half or a bit more is coming from those cost savings you mentioned.

Speaker 3

We have seen a little bit of deflation on freight and that started to flow through the P and L in the 3rd quarter and We're calling the 4th quarter essentially in line with the 3rd quarter in terms of gross margin still on track for the year to be flat to up slightly. So in line with what we expected as we started this year.

Speaker 5

Great. Thanks so much. Good luck the rest of the year.

Operator

Thank you. One moment for the next question. And our next question will be coming from John Anderson of William Blair. Your line is open.

Speaker 6

Thanks, operator. Good morning, everybody.

Speaker 2

Good morning, John.

Speaker 6

Let's see. Any Going on from a channel perspective of note, strength in certain areas, softness in others? And then If you could talk about retail inventory levels and any thoughts around shipments relative to consumption going forward?

Speaker 2

So, I guess your first question was around channel shift. During the Q3, it was fairly consistent with what we've seen since the beginning of our fiscal year, which is people are moving around within channels and shopping a little differently as they look or better price value propositions to deal with inflation. That's really been the most notable impact on the high level of inflation at least for our business. So those trends have been fairly consistent over the last year or so and nothing different. And again, We have broad distribution of our brands, so we really don't mind where the consumer chooses to shop, our products are widely available.

Speaker 2

And then in terms of retailer inventory destocking, it's been fairly steady for us. For the fiscal year, we haven't seen any meaningful net impact on our business so far, unlike other parts of the store and maybe other CPG companies that you're hearing from.

Speaker 6

I didn't hear you mentioned e commerce, I may have missed it. How did the online business perform from a growth standpoint and where does that sit now as a percent of your total biz?

Speaker 3

Sure, John. Hey, good morning. So, e commerce was up high single digits for us in the 3rd quarter. Right now, it's sitting at about 15% of our sales. So still nice growth even as we comp some significant growth from prior periods.

Speaker 6

Right. And I think, Ron, given your comments around just consumers looking for better value propositions and that's Kind of a common theme now. Are there any changes on the market share front for your brands? We've talked about kind of organic growth, but not so much share. And have you seen any change from a competitive standpoint relative to private label in any of your categories?

Speaker 2

Yes. In general, we haven't seen any share loss or share shift as a result of consumers moving away from our products to lower priced or private label in particular. It goes back to the incident in occasions for our product. If you're in the category once every year, once every 2 years and you're looking for that trusted brand, it's not the time you take a chance to try something different to save a few pennies. So That attribute we've talked about for a long time as being important, an important consideration when you think about our brands and our position.

Speaker 4

Okay.

Speaker 6

I guess one more. It sounds like just Given where you are right now from a balance sheet perspective and continued strong cash generation looking forward, you probably Going to look more aggressively to M and A as a use of excess free cash. I mean, is that accurate? And like what are you like what's on your shopping list? What are you really looking for?

Speaker 6

What criteria From a category products operational perspective, it's important to you as you evaluate M and A opportunities.

Speaker 2

Interestingly enough, John, there really hasn't been a change in how we think about M and A from 2 years ago or today, even though our leverage is down meaningfully. We've got a very well defined criteria of what we look for, right, leading brands that define categories that are set up for long term growth. And that's been the success behind our M and A over the last 10 plus years and that hasn't changed. So I wouldn't say we're going to be more aggressive. We're going to continue to look for opportunities that fit that criteria.

Speaker 2

There's a lot of activity out there. It seems like we don't go a week without something showing up, but we stick to what we know will create value for the shareholders over the long term. And I think both in Chris's comments in mine today, it's a reminder that we continue to be very well position to create value for our shareholders with our cash flow and our lower level of leverage, whether it's continuing to invest in the business, M and A, delevering even lower over time, stock buybacks. So, We have a lot of optionality to create value and I think that's the important focus of which M and A is certainly an important factor of it.

Speaker 6

Yes, that's a good approach. And I guess with your free cash flow yield in the high single digits, looking at stock as

Operator

And our next question will be coming from Linda Bolton Weiser of D. A. Davidson, your line is open.

Speaker 7

Yes. Hi. Good morning. So I was wondering just A little more discussion of channels, distribution channels. I was curious, you don't talk very much about the club channels and like are you in them and which brands would lend themselves to the club channels and is that something you'd like to do more of in that channel?

Speaker 7

And then also same kind of question about the dollar stores. What's your approach there? Which brands are most penetrated into dollar stores and how are you thinking about those channels? Thanks.

Speaker 2

Good morning, Linda. So club isn't a big channel for us. It's very small and it's Largely due to the nature of our products, if you're sick, think of Monistat, you're not going to buy a 3 pack like you'd find in the club offering. It doesn't mean that we don't focus for opportunity there. Clear Eyes And BC and Goody's are some examples where we do sell through club that's largely B2B, where the small convenience channel may go in and buy product for resale.

Speaker 2

So it's more of that end of it than consumer pack. It doesn't mean we don't look at it for opportunities to grow, but just by the sheer nature of our products, it's not an important channel for Dollar is and it's been a nice growing channel for us over time. If you go into some of the leading dollar Retailers, you'll see expanding consumer healthcare idols where they're looking to expand the branded offering of products that are out there. So we have great product distribution in dollar that's there with unique pack sizes and count sizes, so that the margin in that channel is consistent for us as it would be in any other channel. So we look at it to partner with all of our retail channel retail partners to help them be successful.

Speaker 2

So that's a little bit about club and dollar for us.

Speaker 7

Okay. Thank you. And Just on private label, I know you said you're not really seeing any big shifts or anything regarding market share, but I just wanted to clarify, is it I would think it's the case that private label might have higher share in tracked channels versus non tracked channels. But I don't know. Can you confirm that?

Speaker 7

Would that be the case?

Speaker 2

I believe it is, Linda, it probably skews more heavily to the track side of the business. The other thing I'll remind the folks on the call today, right, is our number one job is to have differentiated efficacious products so that when the consumer gets to the shelf, there's something different about our products versus private label or any competitor. So that we're not losing just on price. So that's what we think about when we come to work every day is making sure that we've got the best product out there that meets what consumers are looking for. And that's been consistent over time and why we continue to hold our share, grow our share in the categories that we lead over the long term.

Speaker 7

Okay. Sounds good. And then, just finally, I wanted to ask, we've been seeing a lot about recalls of various eye drop products. Does any of that affect or is it eye drop or is it cough syrup? I don't know.

Speaker 7

There's been some recalls. Is any of that benefiting you in any way?

Speaker 2

Yes, it's right. The press is reported on eye care eye drop Recalls from foreign suppliers for brands you probably never heard of or will hear from again, I guess. Over the long term, I think it's helpful to the branded players and Clear Eyes and TheraCears in particular, where it just reinforces the importance of staying with trusted brands that you know from companies that you can count on that have disciplined supply chain. Our eye care suppliers are long term suppliers. We focus on quality product on time, not saving the last penny, no matter where you chase it.

Speaker 2

So over the long term, it's both good for our brands in the industry as consumers were reminded of the importance of those trusted brands and quality product.

Speaker 7

Okay. Thank you very much. I appreciate it.

Speaker 2

Thank you, Linda.

Operator

Thank you. One moment for the next question. And our next question will be coming from Mitchell

Speaker 2

Couple of questions for you.

Speaker 8

And this is just sort of anecdotal, but I kind of look at the Eye and Ear Care ever to purchase territories. And I noticed that category continues to, especially in the drug channel, to have real spotty inventory coverage. Is there something and I'm not saying it's All TheraTears is the entire category of brands and even the private label. Is there anything specific to either the drug channel that where inventory levels are low or is it just execution at various drug retailers that make that shelf coverage look spotty?

Speaker 2

Yes. So first of all, right, the eye care category in general has been fast growing for quite a while now. So right with that increasing demand, it over indexes a bit to the drug channel, right? It's a bit more of a serious condition and people think about it with seriousness. So we see that across our brands that are more serious affliction related that the drug channel over indexes a bit.

Speaker 2

And then in addition to that, right, there's some nuances in the eye care Supply chain where periodic shutdowns as they do maintenance and other things can put a little bit of a pause in delivery for all the players in there. And we talked about that last year in the quarter ended December where we had a little bit of a pause in supply. So it can happen to any of the brands. So you put all those elements together, it may be why you go into the drug channel and they may look a little bit of a little bit short on inventory.

Speaker 8

Okay. Thank you. And then when it comes to, you look at the gross margin longer term, it's you're slowly recovering from levels 5 years ago or more. Are those levels 37%, 58%, are they achievable Longer term or is there something structural and maybe is it just the math that causes the gross margin to that it won't we won't get back to that level?

Speaker 3

Yes. Hi, Mitch. Good morning. It's Chris. So, there's nothing structural going on within the gross margin.

Speaker 3

Can we see a pass back to more normalized margins? Absolutely. When you say is it just math, the math is going to dictate the timing. So as we've said, in each of these past 3 years, we have offset inflationary pressures dollar for dollar with cost savings and pricing. But as you mentioned, the math takes the margin part of it a little while to catch up.

Speaker 3

So, we have line of sight several years out to cost saving measures. We feel good about them and our ability to start to recover margin we'll talk about in May, but There is certainly nothing structural that would prevent us from doing that.

Speaker 8

Yes. And I guess the same question for A and M spend. I mean, it's been very consistent On a percentage of sales basis, is there are there any plans for either Any changes there directionally on A and M over the longer term?

Speaker 2

Yes, Mitch, we'll continue to look to spend more dollars in A and M over time, right? The percent is one thing, but you put dollars to work, right? You write check. So, as we said, as our gross margin picks up, it will give us an opportunity to continue to look for opportunities to spend more dollars to the long term brand building initiatives, right. Any marketing company should always start with the desire to spend more money.

Speaker 2

So that's how we think about it.

Speaker 8

Right. And I guess last question is Just on leverage, so you've come down here below 3, seems to be a comfortable level for many investors in the consumer space. And I'm curious whether When you decide on an acquisition or maybe it's share repurchase, but I'm curious Whether there's a level of leverage where you don't want to exceed and or You would like to be in a spot where you can get back to the below 3 level quicker than you've had in the past?

Speaker 2

Yes. As we've said, We look to operate the business at lower levels of leverage than we had historically, right? For a long time, we operated The business essentially around 5 plus on average as we were smaller than someone you did a $500,000,000 or $700,000,000 position, it really moved the needle and took a while to get back down. The market has spoken, they appreciate companies with lower levels of leverage because it derisks you and gives you more optionality over time. And that was one of the themes that we've talked about not only today, but over the last year or so.

Speaker 2

So although we don't set a ceiling, right, we want to be able to step back and evaluate Every opportunity that may create value for our shareholders, it's our job to figure out how to do it the right way in a way that's appreciated. So Never say never. I don't see us operating anywhere near the peak levels we did historically, but It doesn't mean that there might be an opportunity where we pop above 3 for a very short period of time and then get back into this targeted range of less than 3 over time. So directionally, that's how we think about things. But clearly, operating at lower levels of leverage and talking about all that optionality is where we want to be going forward.

Speaker 8

Okay. And then actually just one more, just relative to you mentioned earlier about there's you're getting a lot of you're seeing a lot of deal books come your way and steady flow. But I'm curious, are you is there any difference in sort of M and A pricing? Are you seeing any change in small deals versus large deals, anything you could share color wise with the flow that you're seeing?

Speaker 3

Hey, Mitch, it's Chris. So, really for the kinds of things that we look at, there hasn't been any change. We do read some of the headlines that you see out there with very large multiples for large deals in very big categories. That's not the nature of the kinds of things that we look at. So, we got this question about 2 years ago when we announced TheraTears, people kept asking us, there was a 2 handle in front of some of the press on some of the larger deals and We kept saying the pricings remain pretty consistent.

Speaker 3

Dericure's was done at about 10 times. So really no change in the environment and the kinds of things that we look for.

Speaker 8

Okay. Thank you so much.

Speaker 2

Thank you, Mitch.

Operator

Thank you. One moment for the next question. The next question will be coming from Anthony Lebiedzinski Sidoti, your line is open.

Speaker 9

Good morning and thank you for taking the questions. So just wanted to follow-up on the international segment, certainly impressive growth there. I know that the Hydralide is driving that, but just Overall, that business has been doing well for the last couple of years. Are you guys doing more business with existing or are you signing on new accounts? I mean, just wondering what's driving that and then how sustainable do you think that the segment is?

Speaker 3

Hey, good morning, Anthony. It's Chris. So, we don't talk about it much because we focus on Hydrilyte a lot and Hydrilyte did have a really strong Q3 has been continuing to grow for us, and we expect continued growth in the long term. But when we step back, our international portfolio is diverse similar to our North American portfolio. And this year in particular, we're experiencing good growth really across the portfolio.

Speaker 3

So Number of factors we talk about in terms of sustainability, right? Hydralyte still at about a 10% household penetration, Continuing to innovate there, right, similar playbook internationally in terms of product innovation to meet unmet consumer needs and we see that across the portfolio opportunities there. So, we feel good about the long term algorithm for the international business, which is growth at 5 plus percent. This year, we think we'll be slightly above that, but certainly see a path for that to continue into the future.

Speaker 9

Got you. Okay. That's good to hear. And then, so your long term playbook continues to be 2% to 3% organic growth. So obviously here we've had strong international segment.

Speaker 9

Do you think you can get back to The North American segment to be within that growth range, and if so, like what will be a reasonable timeframe?

Speaker 2

Yes. The big impact this year, Anthony, really has been the women's health business, which In total, it's about 20 ish percent of sales. So we get back to growth For that segment next year, that will obviously have a big impact on organic levels of growth for North America. Clearly, the international business has grown way above what we would expect it to be over the long term. If you get back to that to the drivers of that 2% to 3% that we had on the last page of the deck today, we would expect the international business to grow mid single digits 5%, 6%, 7% over time.

Speaker 2

The North American business to grow 1% to 2% over the long term. So directionally, that's where we expect things to flush out over time.

Speaker 9

Got you. Okay. And then lastly, so as you look at your brand portfolio, overall, I mean, You have a very diversified brand portfolio for sure. But I know you guys talk about M and A, but I guess conversely, would you guys be open to Perhaps divesting any non core brands or you think they're worth keeping just for the cash flow purposes?

Speaker 3

Yes, Anthony, we certainly evaluate any offer that comes in on the non core brands. But as you mentioned, right, these are OTC brands that have Good gross margins and don't require a lot of investment because they're non core. So, you're right, from a cash flow perspective, As long as we can get there on the math, we would be willing to divest them. But when the math doesn't work, they're still driving value by driving cash flow that's reinvested into our other brands. So that's how we think about it.

Speaker 9

Understood. Thank you very much and best of luck.

Speaker 2

Thanks, Anthony.

Operator

Thank you. At this time, there are no more questions in the queue. I would like to turn the call back over to Ron Lombardi for closing remarks.

Speaker 2

Thank you, operator, and I'd like to thank everybody for joining us this morning, and I look forward to updating you further in May. Thank you.

Operator

Thank you for joining the conference call. This ends the call for today. You all may disconnect.

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Earnings Conference Call
Prestige Consumer Healthcare Q3 2024
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