PulteGroup Q2 2023 Earnings Call Transcript

Quartr
Provided by Quartr
July 25, 2023

There are 17 speakers on the call.

Operator

Morning, ladies and gentlemen. My name is Abby, and I will be your conference operator today. At this time, I would like to welcome everyone to the Pulte Group Incorporated Second Quarter 2023 Earnings Conference Call. Today's conference is being recorded and all lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question and answer session.

Operator

If you would like to ask a question during that time, simply press the star key followed by the number 1 on your telephone keypad. Thank you. And I will now turn the conference over to Jim Zumer, Vice President of Investor Relations. You may begin.

Speaker 1

Good morning, and thank you for joining today's call to discuss Pulte Group's exceptional second quarter operating and financial results. Along with affirming the ongoing desire for homeownership and the strength of overall buyer demand, our 2nd quarter numbers demonstrate the strategic value of Pulte Group's balanced and disciplined approach to the business. Joining me on today's call to discuss our Q2 results Orion Marshall, President and CEO Bob O'Shaughnessy, Executive Vice President and CFO Jim Osovsky, Senior VP, Finance. A copy of our earnings release and this morning's presentation slides have been posted to our corporate website at pultegroup.com. We will post an audio replay of this call later today.

Speaker 1

I want to inform everyone on today's call that today's discussion includes forward looking statements about the company's expected future performance. Actual results could differ materially from those suggested by our comments. The most significant risk factors that could affect future results are summarized as part of today's earnings release and within the accompanying presentation slides. These risk factors and other key information and detailed in our SEC filings, including our annual and quarterly reports. Now let me turn the call over to Ryan Marshall.

Speaker 1

Ryan?

Speaker 2

Thanks, Jim, and good morning. As you read in this morning's press release, Q2 was an outstanding quarter for PulteGroup as we posted strong financial results throughout our P and L, balance sheet and cash flow statement. In fact, our 2nd quarter revenues, gross and operating margins and net income We're at or approaching all time highs for our Q2. Our record financial performance in turn drove strong cash flows that helped raise our cash position to $1,800,000,000 while dropping our net debt to capital ratio to almost 0. I am really proud of our homebuilding and financial services teams for delivering these great results, which are even more impressive given the variable market conditions we've operated in for the past 12 months.

Speaker 2

Within these complicated market dynamics, I believe Pulte Group's operating and financial Success reflects the balanced and disciplined approach we take in running our homebuilding business. We continue to successfully implement both built to order model that serves our move up and active adult buyers in combination with a spec based model primarily within our first time buyer communities. Our spec production is most heavily weighted toward our Centex branded communities, which operate under a managed spec production model. In other words, homes are started as spec that we have aligned the starts cadence with our sales pace. Given Centex is focused on serving the needs of first time buyers, our long term plan is to maintain a spec build model in these communities.

Speaker 2

By being more balanced across built to order and spec production, we maintain a more consistent cadence of home starts, Meet buyer demand more effectively and we achieved the critical objectives of turning our assets in support of higher returns. You can see the practical application of this managed approach in our Q2 numbers as specs totaled 36% of units under production at quarter end. Of these units, we average just over 1 finished spec per community, which is in line with our stated goal. Along with being balanced between our built to order and spec production, we were appropriately diversified across all the buyer groups consistent with our long term goal of having 40% first time, 35% move up and 25% active adult. Why is this important?

Speaker 2

The different financial profiles associated with each buyer group can mean different responses to changing market dynamics, such as today's rising rate environment, which may hinder first time buyers, but be less of a headwind among active adult consumers. Being balanced across built to order, spec and buyer groups is also an important underpinning to the extremely high gross margins We've been able to maintain. More directly, we have enough production to meet buyer demand, but not so much that we are no longer selling from a position of strength. I think we've achieved the right mix as we increased orders and closings, all while 2 thirds of our divisions were still able to raise price Along these same lines, we continue to see pricing opportunities within our core build to order business that primarily serves our move up and active adult buyers. In our most recent quarter, options and lot premiums exceeded $100,000 per home.

Speaker 2

These are high margin dollars that are not as prevalent among first time buyers and certainly were an important driver of the strong 29 point 6% gross margin we reported in Q2. When the market started slowing in 2022, I said that we couldn't be margin proud, but rather we had to find price and turn our assets, delivering 24% growth in Q2 orders And as Bob will detail, guiding to margins of 29% or better for the remainder of the year, we are achieving both high margins and high asset turns, which drove our 32% return on equity. Beyond the company specific benefits We are realizing from how we run our business. We appreciate the favorable supply demand dynamics resulting from the limited stock of existing houses available for sale. National Association of Realtors data for June showed seasonally adjusted existing home sales of 4,200,000 which is down a staggering 1,000,000 homes from June of last year.

Speaker 2

As has been well reported, There are millions of existing homeowners who are sitting on low rate mortgages established before the most recent cycle of Fed rate hikes. I recently saw an FHA graph that showed that more than 50% of current mortgage holders have a rate below 4%. I haven't seen any rate forecasts that show the country getting back to 4% mortgages anytime soon. So it's likely that existing homes remain in short supply for the foreseeable future. FHA data along with mortgage rate forecasts Suggest that there may be an extended period during which mortgage rates stay above 5%, which likely prevents an oversupply of existing homes being released into the market.

Speaker 2

Through the 1st 6 months of 2023, we generated $1,300,000,000 of net income and $1,500,000,000 of cash flow from operations. As a result, we increased our cash position by almost $700,000,000 while returning almost $500,000,000 to shareholders through share repurchases and dividends. I think these numbers clearly demonstrate the powerful results our company is delivering. With a backlog of $8,200,000,000 worth of homes to be built, Improving cycle times and a solid land supply, we are well positioned to deliver even stronger performance over the remainder of 2023. Now let me turn the call over to Bob for a detailed review of the quarter.

Speaker 2

Bob? Thanks, Ryan, and good morning.

Speaker 3

Our second quarter numbers speak for themselves in In terms of demonstrating the strength of our operations and in turn overall housing demand. So I'll just dive right in. Our 2nd quarter home sale revenues totaled $4,100,000 an increase of 8% over last year. Higher revenues for the quarter were driven by a 5% increase in closings to 7,518 homes, in combination with a 3% increase in average sales price to $540,000 Our ability to meet stronger demand in the period with available spec inventory allowed us to slightly exceed our prior closing guidance. For the quarter, our mix of closings was comprised of 41% first time buyers, 34% move up buyers and 25% active adult buyers.

Speaker 3

The breakdown of our business remains in line with our stated targets of 40% first time, 35% move up and 25% active adult. Adult. In the Q2 of last year, our closing mix was 36% first time, 38% move up and 26% active adult. Our net new orders in the Q2 increased 24% over last year to 7,947 Homes. The double digit increase in our borders benefited from the overall strength of market demand in the period, along with our ability to capture this demand through a 14% increase in our average community count the 903 Neighborhoods.

Speaker 3

The strength of consumer demand is also evident in our cancellation rate. Cancellations as a percentage of beginning period backlog was 9% in this quarter, which is down almost 3 50 basis points on a sequential basis from the Q1. The 24% increase in our 2nd quarter net new orders reflects an increase in our absorption pace to 2.9 homes per month, up from 2.7 homes per month last year and resulted in higher net new orders across all buyer groups. In the period, net new orders from first time buyers increased 28% over the prior year to 3,150 homes.

Speaker 2

Orders for move

Speaker 3

up buyers increased 33% 2,897 Homes and orders from active adult buyers increased 7% to 1900 Homes. The year over year increase in first time buyer order shows that our homes continue to offer compelling value and meet the affordability requirements of this buyer group. At the same time, our higher net new orders among move up and active adult buyers is a positive development and a test for the broadening strength of housing demand. Consistent with our prior guidance, we expect year over year community count growth of 5% to 10% in the 3rd 4th quarters, Our backlog at the end of the second quarter was 13,588 Homes with a value of $8,200,000,000 In the Q2 of last year, our backlog stood at 19,176 homes valued at a record peak of $11,600,000,000 We ended the 2nd quarter with a total of 16,740 homes under construction, of which approximately 6,000 or 36 percent were spec. We continue to closely manage spec production as total specs under construction at quarter end were down 11% from last year.

Speaker 3

Finished specs are also consistent with our historical carrier rate as we ended the quarter with about 1 finished deck per community. In the Q2, we started approximately 7,400 homes, which is up 41% compared to the Q1 of this year. Given the strength of Pulte Group's year to date orders and deliveries, Coupled with the status of our backlog and production universe, we are establishing a full year 2023 delivery target of 29,500 homes. Of this total, we would expect to deliver between 7,07,400 homes in the 3rd quarter. Our Q3 and full year delivery targets are benefiting from improved home construction cycle times as our operations are realizing Meaningful improvements in cycle times on homes they are starting today.

Speaker 3

Based on the mix of backlog homes we expect to deliver in the 3rd and 4th quarters, Coupled with anticipated spec closings we are projecting in those periods, we expect the average sales price on 3rd and 4th quarter closings to be approximately $540,000 Turning to margins, our reported gross margin in the 2nd quarter was 29.6%. The improvement in our margin as Compared to our previous guide was due to improved pricing on spec sales and increased closings from our higher margin markets, each as compared to our prior estimates. In addition, as we discussed on our prior earnings call, our aggregate gross margins are benefiting from our move up in active adult businesses where profitability is holding up better. Based on current market dynamics, we expect to maintain this strong margin position throughout the remainder of 2023 I expect our gross margin to be in the range of 29.0 percent to 29.5% in both the 3rd and 4th quarters of this year. As we experienced in the Q2, the actual mix of deliveries, both in terms of geography and buyer groups, may impact our reported numbers.

Speaker 3

Our reported SG and A expense in the 2nd quarter was $315,000,000 or 7.8 percent of home sale revenues and included a $65,000,000 pre tax insurance benefit recorded in the period. In the Q2 of last year, our SG and A expense was $351,000,000 or 9.3 percent of home sale revenues. Based on our delivery targets for the remainder of the year, we expect SG and A expense to be in the range of 9.0 9.5% of home sale revenues in the 3rd quarter in the range of 8% to 8.5% of home sale revenues in the 4th quarter. 2nd quarter pretax income generated by our financial services operations increased 16% over last year to $46,000,000 Pricing conditions remain highly competitive in the mortgage industry, but quarterly earnings benefited from improved profitability within our title and insurance operations. Capture rate in the 2nd quarter improved to 80% compared with 78% last year.

Speaker 3

Our reported tax expense in the 2nd quarter was 2 $33,000,000 for an effective tax rate of 24.4%. We expect our tax rate for the remainder of 2023 to be 24.5%. On the bottom line, our reported second quarter net income was a record $720,000,000 or $3.21 per share. This was up from last year reported net income of $652,000,000 or $2.73 per share. Capitalizing on our outstanding financial results and resulting cash flows, we repurchased 3,700,000 common shares in the quarter at a cost of $250,000,000 for an average price of $68.31

Speaker 1

per share.

Speaker 3

Through the 1st 6 months of 2023, we have used $400,000,000 to repurchase 6,400,000 shares or 2.8 percent of our common shares outstanding. We also invested $370,000,000 in land acquisition and $523,000,000 in related development during the quarter. In total, our land spend in the period was $893,000,000 which is down from $1,100,000,000 in the Q2 of last year. On a year to date basis this year, we have invested $1,800,000,000 in land acquisition development, which keeps us on track to invest between $3,500,000,000 $4,000,000,000 for the full year. At the end of the second quarter, we had 214,000 lots under control, of which 51% were held via option.

Speaker 3

The total number of lots we control and the percentage of lots we control via option both increased from Q1 of this year as we are working to rebuild our optioned lot supply after exiting positions in the back half of twenty twenty two. We also ended the Q2 with $1,800,000,000 of cash and a gross debt to capital ratio of 17.3%. Given our large cash position, our net debt to capital ratio is now below 3%. Looking briefly at our full year results, On a year to date basis, we have generated net income of $1,300,000,000 grown the book value of our stock by 12% and returned $472,000,000 to shareholders. At the same time, our financial performance has permitted us to reduce our financial leverage to historic lows And we have generated return on equity for the trailing 12 months of 32%.

Speaker 3

Thank you. And I'll turn the call back to Ryan for some final comments.

Speaker 2

Thanks, Bob. As we've commented, homebuyer demand in the Q2 was strong and continued to exceed the expectations we had coming into the year. In the overwhelming majority of our markets, local pricing dynamics are stable to positive and we continue to find opportunities modestly increased net pricing in many of our communities. Further, at an absorption pace of 2.9 homes per month for the period, Sales base for the Q2 was above last year and generally above our pre COVID averages. Demand in the second quarter was fairly consistent from month to month.

Speaker 2

And as you would anticipate with the 24% increase in orders, we generally saw positive demand across our markets, which has continued into the month of July. That being said, on a relative basis, there are communities in our Western markets where we are still having to adjust pricing and or incentives to entice buyers into our communities and ensure we continue to turn our assets. Given the higher interest rate environment, one of the changes we have seen in this slight is the slight increase in the number of cash buyers, particularly among our active adult customers. As this buyer group moves into our plans for retirement, they are making the decision to carry less mortgage debt given today's higher rates. At the other end of the price spectrum, final purchase decisions among first time buyers are also being impacted by higher rates.

Speaker 2

As data suggests, some first time buyers are opting to go with less square footage or fewer options and upgrades. As buyers need to purchase a home in today's dynamic market environment is why our ability to offer significant mortgage incentive nationally is such an effective sales tool. With that said, our first time buyers remain financially resilient as personal savings remain the primary source of down payment. At the same time, we continue to see millennials are getting self support from parents if they need help making the move into home ownership. One final note as to buyer sentiment, recent feedback from our first time buyers An overwhelming majority bought a new construction Pulte home rather than an existing home because they felt it offered the best overall value.

Speaker 2

We've been extremely thoughtful about the home designs we are putting on the ground and the incentives we are offering to help ensure we are offering a compelling value to our customers. These comments in combination with our 28% increase in 2nd quarter orders within the first time buyer group indicate our efforts are meeting with success. In closing, I want to thank the entire PulteGroup team for their efforts delivering such outstanding operating and financial results. Beyond the numbers we show in our financial statements, You continue to provide exceptional homes and home buying experiences to our customers. I will now turn the call back to Jim.

Speaker 1

Thanks, Ryan. We're now prepared to open the call for questions, so we can get to as many questions as possible during the time remaining. We ask that you limit yourself to one question and one follow-up. Thank you. And I'll now ask Abby to explain the process and open the call for questions.

Operator

Thank you. Again, we ask that you please limit yourself to 1 question and one follow-up question. And we will pause for just a moment to compile the Q and A roster. We will take our first question from John Lovallo with UBS. Your line is open.

Speaker 4

Good morning, guys. Thank you for taking my questions. The first one is the 29% to 29.5% gross margins that you're Expecting the Q3 and Q4 are clearly well above what we were forecasting. Just curious, are there any unusual items in there that we should think It sounds like mix is going to be a benefit. And what I'm really trying to get at is, what do you view as sort of the sustainable rate of margin?

Speaker 4

Are we there? Is this sustainable? And If not, how quickly would you expect a reversion towards that more normalized rate?

Speaker 2

Hey, John. Good morning. It's Ryan. Thanks for the question. We're really pleased with how all of our consumer groups have been performing and certainly how we saw The strength of sign ups by consumer group in the most recent quarter.

Speaker 2

The mix of business I think is very consistent with what you've seen from us over the past 12 months. And as we mentioned in some of our prepared markets, totally in line with kind of our stated goals. So Really nothing there that I would highlight of note. And then in terms of kind of the forward kind of margin profile, We've given both a guide for Q3 and Q4, which I think what you got to read into that is that's where we see the business

Speaker 4

And maybe just one more question on margin. I think last quarter, you guys talked about the spread between active adult move up An entry level sort of reverting back to historical norms and I think that was sort of the quick move in portion kind of going back a little bit on the lower end. Given where housing demand is today and the desire for many folks to move in quickly, are you expecting that sort of quick move in portion to actually trend higher again.

Speaker 2

Yes, John, we've actually seen that be pretty stable in terms of the number of orders that are coming from our spec production, which is part of the reason we spent quite a bit of time talking about that today. We'd like the investment community to understand that the way we're running our production machine is very specific and intentional by buyer group. Specifically to your point with the first time buyer group, That business is predominantly a spec business for us. The margins are lower to your point, which is a reversion to what we saw in pre COVID kind of times that Our first time business was our lowest margin. We typically get a couple of 100 basis points higher out of our move up and family business and then our highest margins will come out of our Del Webb Active Consult Communities.

Speaker 2

We're definitely seeing that today. That's the other point that I would really highlight for you and Kind of the guide that we've given for margins for the balance of the year. A big part of our business or a big chunk of our business is from Our first time entry level business, which is all incorporated into that guide.

Speaker 4

Got it. Thank you, guys.

Speaker 3

Thanks, Chad.

Operator

We will take our next question from Michael Rehaut with JPMorgan. Your line is open.

Speaker 5

Great. Thanks so much. Yes, I guess first question just kind of asking the gross margins from a different perspective and then I have a question on demand. When we think about the More challenged backdrop that the industry faced in the back half of twenty twenty two. For Builders that were more spec oriented, you saw the more immediate impact of that higher promotional, not Notional about incentives and pricing adjustments that many builders made.

Speaker 5

You saw that run through the income statement much more immediately. We were estimating for build to order builders that that would have a more of a lagged effect. So can you kind of walk through the dynamics of how you've been able to maintain Since the Q4, you had some pullback from 2Q 2022, but nothing to the extent of the More spec oriented, perhaps first time heavy builders. Perhaps the product mix The factor, but how that higher promotional environment has impacted The financials and if there's offsets to that that have allowed much more modest decline and as well as For a build to order builder, a pretty nice element of stability going into the back half. So sorry for the long winded, Just trying to understand perhaps what are the offsets to the higher incentive backdrop in the back half and the pluses and minuses there?

Speaker 2

Yes, Mike, I'll let Bob maybe give you a little more detail on kind of the discounts in the quarter, which we've actually We've seen kind of come down just a tad sequentially. So, in terms of the discounts, We are effectively using our discount money toward mortgage rate buy downs. It's particularly effective with that first time buyer. I think the reports and some of the data that's out there on mortgage rate environment would suggest Sweet spot for most buyers is somewhere around 5.5%. So for us, it's really been a reallocation of the incentive dollars away from Things that buyers may have previously used those incentives toward or finding a lot of those incentives are being used in the mortgage rate environment.

Speaker 5

If Bobby can kind of weigh in on any of the Pluses and minuses there. I mean, it would seem that the extent that you had any impact from The higher discounting or price adjustment, it would be in the back half of your full year guide. So just making sure there's no other shoe to drop here or we've kind of worked through some of the more challenging backdrop there. I guess,

Speaker 3

yes, there's no shoe, right? We I have provided a guide. And so if you're focused on sales activity from the back half of twenty twenty two, It has either closed or in somewhat limited circumstances will close over the next 3 to 6 months. So it's in our P and L already or reflected in the guide that we have given. The relativity of our margins If you think about it, our margins didn't go up quite as much in 'twenty one and into the beginning half of 'twenty two.

Speaker 3

And part of the reason for that was we didn't have as much spec production as others did. And so they were Pricing product at the time it was completed getting full value for it, whereas we were Contracting oftentimes 3 6 9 months ahead of time. And so some of the price appreciation that went on in the market during the time we were constructing the home, We didn't feel the full benefit of that in our margin profile then. And so you saw kind of the really spec heavy builders Capturing every dollar of value now against the next if you think about the back half of 'twenty three and then Sorry, of 2022 and into 2023. They were once again pricing at market.

Speaker 3

They had the full cost of a heavy lumber load honestly, and an inflationary environment influencing their cost structure And prices weren't running quite as quickly, particularly in that entry level. So I think their reversion Reflected the underwriting of land that they bought and the timing of their construction. Hours again for that spec business, we are fully engaged now on that. Again, that is you're seeing that in our margins today. It's always worth it to highlight.

Speaker 3

We typically play at A little bit higher price point in that entry level business, a little bit closer in. And so it's not quite apples to apples with some of our competitive set. So I don't want to sound defensive, but there's nothing really unique in this quarter's margin Or we would have called it out. There's nothing unique that's coming in the next couple of quarters and the margin is going to stay pretty strong.

Operator

And we'll take our next question from Carl Reichardt with BTIG. Your line is open.

Speaker 6

Thanks. Good morning, guys. Ryan, you mentioned that 2 thirds of your divisions had raised prices over the course of the quarter. Could you expand on that a little bit? Does that mean net average order prices were up?

Speaker 6

And then can you talk about how that mix and price change? Was that reduction in incentives, Increasing base prices, options upgrades, lot premiums, just want to get a little more color on the price increase activity you're actually putting into the mix right now.

Speaker 2

Yes, Carville, two things there. We did see price increases in some of our communities In 2 thirds of the division. So it wasn't every division, it wasn't every single community. But we are seeing pockets of strength where we're able to, To your question, I'll answer it in affirmative. It is a net increase in net pricing And it's coming through all of the options that you listed.

Speaker 2

So they're modest increases and those are I would note that those are off of What we would consider adjusted kind of current cycle floor pricing. We feel like we've seen a bit of strengthening in the overall sales environment that's allowed us

Speaker 3

to modestly increase pricing. Okay.

Speaker 6

Thank you, Ryan. And then, to drill down on the first time buyer Sentex spec business, what kind of backlog conversion rate Do you sort of target in that business specifically? And then can you mention maybe a little bit more color on cycle time improvement, Where you have been, where you are now and where you think you can go with sort of more normalized supply chain over the course of the next couple of 3 quarters? Thanks.

Speaker 2

Yes, Carl, I don't have a specific number for you on backlog conversion of that specific buyer group. We could follow-up with you offline on that. The things that we're really monitoring there, we're running a with that spec business specifically, we're running a predictable and consistent monthly start rate, and we've worked to match that start rate to what we believe our monthly sales rate Has been, is and will be. And so it's part of what you heard me talk about in my prepared remarks Around getting our start rate matched to the sales rate, which we think we've effectively done. And then the Second question.

Speaker 2

Cycle times. Cycle times, Carly, yes, we're starting to see those come down Very much in line with our anticipated improvements throughout the year. It's not been easy. It's been a lot of hard work by Our procurement teams, our construction managers and certainly our trade partners that have helped us to reduce those cycle times. We're seeing at least a couple of weeks come out of the cycle times and certainly starts Going in the ground today, we expect to maybe even get a little bit more by the time that those deliver.

Speaker 2

That's been a big contributor Our success not only in Q2, but to the updated and increased guide for full year closings that we've provided today.

Speaker 6

Thanks, Ryan.

Operator

And we will take our next question from Stephen Kim with Evercore ISI. Your line is open.

Speaker 7

Great. Thanks very much guys. Great job. The beats go on. Nice to see.

Speaker 7

I guess I had a question about just to touch on the volume side of the story. Can you give us a sense for what kind of rate of growth In community count, the current level of land spend that you're allocating here, what kind of growth in community count can that support? It's a general question looking out, not specific to 3Q necessarily. And can you also regarding volume, Can you give us a sense for what the absorption rates, what the dispersion looks like across your 3 major segments?

Speaker 3

Yes, Stephen, I'm reluctant to answer your first question because we haven't Provided any view beyond the 3rd and 4th quarters. And so I'm going to pass on that one. And then in terms of the absorption cases, we haven't provided that level of detail. What I can tell you is that in the current operating environment, the quickest growing Part of the businesses move up right now, interestingly enough. So absorptions there grew faster.

Speaker 3

We had absorption growth across all three Demographics, and so we had highlighted 28% growth in the first time, 33% in the move up and 7% in the active adult, but on a per store basis, all of them were up. The richest contributor to that actually was the move up space.

Operator

And we will take our next question from Matthew Bouley with Barclays. Your line is open.

Speaker 8

Hey, good morning, everyone. Thank you for taking the questions. I guess I'll just go back to the gross margin side. Maybe just to put a finer point on it. I think I heard you say that the, I guess, mix of sort of incentivized built to order product from end of 'twenty two sales It's largely worked through at this point.

Speaker 8

So what exactly would be, I guess, a worse headwind in In the gross margin in the Q3 relative to the Q2, is it entirely mix of entry level or excuse me, first time buyer spec or what exactly is the greater headwind to cause that sequential step down in margins? Thank you.

Speaker 3

It's a couple of things. One, we are an inflationary environment. Our land is more expensive, labor is more expensive, materials is more expensive. You can See lumber is trending up given the faster cycle times, some of that's going to come into our production in the back half of the year. And then certainly the mix on a geographic basis matters.

Speaker 3

And so, we'll see some contributions from some margin Communities that, we've had to adjust as we've gone through the year. It's normal. So I know it's a non answer, but mix always matters in that conversation.

Speaker 8

Got it. Okay. That's helpful. Thank you for that, Bob. And then, I guess secondly, just back on that last point around the improvement in move up.

Speaker 8

Obviously, looking into the Q2 of last year. I mean, the comp is a little bit easier, but clearly a nice step up there. Any finer detail? I mean, you gave a lot of color at The top around just what's kind of locking in existing home sellers at this point, but you are seeing this nice tick up in your move up business. So kind of what do you think is sort of driving that?

Speaker 8

And do you expect it to continue relative to entry level? Thank you.

Speaker 2

Yes, Matthew, I think that's the biggest driver is there's just such a shortage of supply and fewer options Or that move up buyer to choose from. And so, as a percentage of the available choices that are out there, new homes have become a much bigger piece of that. And I think you're seeing our move up business benefit from that. I would share that We've got great communities. We've got excellent design.

Speaker 2

The quality of the homes that we're building, I think are really speaking to That move up buyer that's looking to add more space or get a newer, more energy efficient, more technological advanced home. So I think those things are working to our advantage as well. And in this higher interest rate environment, our ability to offer Our national mortgage rate incentive program to the move up buyer is meaningful as well. That's tool that we're able to effectively leverage that the resale market is not at the same degree. So I think a number of factors there with the headline being there's just less inventory out there.

Speaker 8

Got it. Thanks, Ryan. Thanks, Bob. Good luck, guys.

Operator

And we will take our next question from Alan Ratner with Zelman and Associates. Your line is open.

Speaker 9

Hey, guys. Good morning. Thanks for taking

Speaker 10

the questions.

Speaker 9

First, I'd love to drill in a little bit on the topic from Steve's question about land spend. If we look at your closing guide. It's gone up about 20% for this year since the start of the year. And your land spend guide hasn't really changed, still kind of in that $3,500,000,000 to $4,000,000,000 range. And I know that's a big So maybe the answer is you're coming in closer at the high end versus the low end.

Speaker 9

But I'm just curious as you think about the next few years, I mean, $3,500,000,000 to $4,000,000,000 probably is pretty close to a replacement level of land, maybe a bit below. But As you think about the land market today and what you're seeing there, is that an area where you feel like at some point you're going to have to put pedal And get more aggressive on land spend to drive future growth. And I guess alternatively, is there risk of A similar dynamic unfolding from a few years ago where if demand stays at these levels and you don't see the opportunities in the land market, Do you start to limit sales again and do things to kind of keep a little lid on that to prevent gap outs?

Speaker 2

Yes, Alan, thanks for the questions, Brian. Couple of things, maybe I'd start with there. For starters, we actually did increase Our projected land spend number about a quarter ago. So when we went into the year, I think we were right around $3,200,000,000 to $3,300,000,000 We've moved that up with the high end in as high as $4,000,000,000 certainly down from last year and that was intentional. When we look at our controlled lots supply, we've got 215,000 lots plus or minus, under control.

Speaker 2

Over half of those are controlled via options. So we feel pretty good about kind of what's in the pipeline and What's in the pipeline and what that will mean for the business. Market share and growth Are certainly part of our story and part of the things that we're trying to do with our strategy. To Your question, Alan, around what are we seeing in the land market? I'd tell you that we're able to get deals done.

Speaker 2

It is a competitive market and there certainly isn't anything that's being liquidated or fire sold. But we are able to our land teams are doing a nice job finding good opportunities and we've Stay consistent with our disciplined underwriting process, which has yielded the types of results and And quarters that we've delivered over the last several years. So our plan is to stick with that, to continue to stay very balanced and disciplined and Running a good business and being really laser focused on picking our spots with where we're investing more capital. To this point, I don't think we need to do anything along the lines of put the pedal to the metal. I think we're going to continue to be foot on the gas, but we're going to continue to focus on monetizing the 214,000 lots that we have, which we'll see what the market holds, but I think that'll give us an opportunity to Continue to run a very nice business that will grow at market.

Speaker 9

Got it. And I really appreciate that. That's helpful. 2nd, I do have a question about Florida. You guys are pretty large in Florida and there's been a lot written Of late about the issues with property insurance in the state and some pretty staggering increases there.

Speaker 9

And I know some of that can be Certainly sensationalized, but I'm curious, A, are you seeing that become more of a concern among homeowners or And B, are you aware of anything that the industry might be doing to kind of deal with this issue because it seems like it could have some long ramifications.

Speaker 2

Yes, Alan. We haven't seen it become a problem for buyers To make the decision to move into our Florida communities. And in fact, our Florida business has been one of our strongest best performing regions and we've got a very diversified business in Florida that ranges from Entry level to a heavy move up business in Tampa and Orlando and then when you get into South Florida, Our active adult consumer and second home buyers are very prevalent. We've got great businesses there. Part of our financial services operation, we have an insurance company.

Speaker 2

We aggregate and we talk about the numbers and business that they generate as part of our overall financial services portfolio. But We find that our captive insurance agency does a nice job helping to solve some of those problems. Florida is one of those places, Alan, I think over the years, there's been an ebb and a flow of insurers that are in the market. They leave, They come back, having lived in Florida personally for a long time, I saw it happen over the last 15 years with my own insurance companies that They wouldn't renew, they'd leave for a few years and then inevitably they'd come back and they bought the business again. So, we'll keep an eye on it.

Speaker 2

California is the other state that there's

Speaker 3

been a lot in

Speaker 2

the news media recently about a lot of insurance companies that have left in the state due to large losses. So certainly things that we want to keep an eye on. I would highlight There are there is a view that new homes perform better. They're in From a flood standpoint, they're up to spec out of the floodplain, higher than homes that have been developed in recent The drainage systems are more prevalent. They're built to current code.

Speaker 2

You've got new electrical. They're more energy efficient. There's an argument to say there's potentially less risk with newer constructed homes.

Speaker 3

Thanks for the thoughts. Appreciate it.

Operator

We will take our next question from Mike Dahl with RBC Capital Markets. Your line is open.

Speaker 11

Good morning. Thanks for taking my questions. One more follow-up on the van side. Ryan, you mentioned you're not necessarily seeing like There were some thoughts or hopes that some of the regional banking fallout Mike, shake some land, Luce. Maybe you can comment on that.

Speaker 11

But then also, in terms of successes that your land teams are having, Given the competition out there, has it been more, that you're getting to your underwriting box because your Current pace and price has improved, or has it been that buyer asks or Have also adjusted downward. I'm sure there's some blend, but kind of on average, what do you think is helping more at this point? Is it that buyers Sorry, that seller asks have actually adjusted or is it more that at current pace and price, More things hit the box.

Speaker 3

Yes. As always, as Ryan said, Lance is not on sale. We have not seen opportunities on large scale things from banks or private market transactions of any substance. And in terms of the current activity levels, I think it's a combination of both and it probably depends on where you are in the country. There are parts of the country where we have seen some willingness to negotiate on land because the market is a little stickier than it was 18 or 24 months ago.

Speaker 3

But by and large, no, the market is pretty firm and we are We have not changed our underwriting screen at all. Based on activity levels that we see and can project, we're able to make them underwrite, But they're not on sale.

Speaker 11

Okay. That makes sense, Bob. And then just as a follow-up, maybe I'll broaden that out Slightly, when we think about some of these dynamics, could you just touch on more specifically Your sticks and bricks cost both in the quarter, how we should be thinking about that in the second half? I know you alluded to lumber, Some lumber increases may be creeping in, but maybe any more quantification of fixing bricks. And then on the lot side, how should we be thinking about Inflationary dynamics in your land costs here over the next 10 to 4 quarters.

Speaker 3

Yes, I think on the land side, And we always answer it this way. We don't have any ramp up or ramp down in our land portfolio. And so the normal inflationary aspect we see comes, we buy land in 3 year increments. We develop it. We then build on it and it cost it off.

Speaker 3

And so we've seen a pretty steady increase. I wouldn't want to put a particular percentage on it because it varies up when We are in the if you think over the last 5 years, the way pricing has moved. On the vertical side,

Speaker 2

And even

Speaker 3

on the horizontal development side, so get outside of the acquisition side of the term. We came into the year projecting, Call it 12% to 14% increase in costs. We've been able to dial that down. We highlighted on the last call, we were 8% 9%. We're still there.

Speaker 3

So our total house cost is up about that year over year and that's going to be inclusive of A lumber save earlier in the year, it started to pick back up. Materials and labor is the real driver of that. Yes, we've been able to work with our trades to try and find efficiencies. Ryan talked about it. We want to be a production Consistent cadence of starts, consistency in the production cycle that makes it easier for the trades.

Speaker 3

And now that the supply chain is healthier, we've been able to reduce some of the cost increases through efficiency, not on the purchasing side For materials, because again, that inflationary aspect is there. And when you kind of wash all that together, we're seeing cost stuff like I said about 8% to 9%.

Speaker 8

Very helpful. Thanks, Bob.

Operator

We will take our next question from Truman Patterson with Wolfe Research. Your line is open.

Speaker 12

Hey, good morning, everyone. Thanks for taking my questions. First, you all generated almost 1,500,000,000 and operating cash flow in the first half of the year. Clearly, you've been rebuilding your spec You're kind of cutting back on some land investment, but you should still generate some pretty healthy net income in the back half of the year. I'm just really hoping you can run Through some of the pluses and minuses on your full year 2023 operating cash flow potential.

Speaker 3

Yes. We haven't given a guide on that, Drew, but you're exactly right. I mean, if you think about it, we generated $1,500,000,000 Through the 1st 6 months of the year and if you put I think the closing volumes and the cost estimates for margins And for SG and A, the operating margin on that forward business at a sales price of 5.40 It's pretty rich and certainly inventory levels can and will change. But we think actually that we have an opportunity to reduce our investment in house over the balance of the year because of the improvement in cycle times. So to your point, we're going to generate a bunch of cash in the back half of the year.

Speaker 12

Fair enough. Fair enough. And then, just wanted to follow-up on a prior question. But Given the healthy demand rebound so far, it looks like your absorption levels are at pretty healthy levels, a little bit above what Just call kind of historical 2Q, averages over the past decade, if you will. Could you just run through Whether there were any geographies or consumer segment where you're actually perhaps curbing absorptions again as of the second quarter?

Speaker 2

Yes, Truman, look, we're always balancing our production machine with the amount of developed land that we have in front of us as well as what our trade capacity is. But other than A unique community here or there that is way oversubscribed. We're not in the

Operator

We will take our next question from Anthony Pettinari with Citigroup. Your line is open.

Speaker 13

Hi. This is Asha Sonan on for Anthony. Thanks for taking my question. I just wanted to ask relative to sort of the sequential price growth on ASPs Net orders you saw in the quarter. Was that pretty much like for like or maybe there might have been some mix impact?

Speaker 13

And then sort of more broadly, Would you say pricing power has gotten stronger at all versus where you were seeing it on your last call in April?

Speaker 14

Yes, I think we highlighted some of that in

Speaker 2

our prepared remarks and there is a question earlier. We have in certain geographies and has been able to modestly increase prices from what was arguably a pricing floor after we made adjustments late last year. So, part of that is related to an effective use of the mortgage incentive, which we've Used to help solve some affordability challenges. And part of that is there's a real shortage of inventory and the market Is allowing us to make some modest price increases. So, all of that's kind of reflected in the results that we had for Q2 as well as the guide that we've given for the balance of this year.

Speaker 13

Great, thanks. And then What are your thoughts on kind of the sustainability of progress you've made on cycle times and costs of kind of heading into 24th with housing activities that's heating back up? Do you anticipate maybe pressure on cycle times?

Speaker 2

Yes. We actually believe that we still got opportunities to continue to do more. Bob highlighted it in the question that he just answered a minute ago for Truman, as it relates to cash as we Feel that we've got opportunity to continue to reduce cycle time, not only in the balance of this year, but well into 24. It's predominantly coming from the healing of the supply chain and removing a lot of the inefficiencies that crept Given that we had a broken supply chain and trades were incredibly inefficient. So We're making progress.

Speaker 2

We're pleased with it, but we're probably nowhere near where we'd like to be. Our target still remains getting back to Pre COVID cycle times, which is where I think the company can operate.

Speaker 13

Great. Thank you. I'll turn it over.

Operator

And we'll take our next question from Susan Maklari with Goldman Sachs. Your line is open.

Speaker 15

Thank you. Good morning, everyone.

Speaker 10

Hi, Sue.

Speaker 15

My first question is thinking a bit about the supply chain and the rise that we're seeing generally in starts within single family. How do you think about the industry's ability to continue to prove and perhaps sustain some of this as overall demand continues to move higher. And are there any areas specifically that you're more focused on or where we could perhaps see some issues bubble up again?

Speaker 2

Yes. Sue, the supply chain is mostly healthy. There's certainly pockets of places where We continue to focus, but I think labor, while tight, is Generally available and we're making we're using it efficiently and it's working. Supply chain, we feel pretty good about The one area that I'd highlight is electrical components, specifically around switch gear that goes into multifamily buildings, so townhomes, condos. Those are more unique and sometimes customized products that are difficult to find in the cycle and The lead time to get those things to order has continued to extend.

Speaker 2

The other one would be transformers. So transformers that go in to the horizontal land development side of things. Those are also in short supply. So a couple of things on the electrical component side. Other than that, I would tell you that Labor and supply chain are operating pretty effectively.

Speaker 15

Okay. And then thinking about the business longer term, As your ROE starts to come off the peak that we've seen more recently, would you think about the longer term operating dynamics on the ground today and perhaps how they've changed relative to where we were coming into the pandemic. Are there things that you think you can hold on to so that the ROE can perhaps stabilize a touch higher than that 20% or low 20% range that you were in before COVID?

Speaker 3

Yes, Susan, I'll try. It's Bob. I think We are seeking to be efficient with our capital. We've got Share repurchase activity we highlighted, we've got $400,000,000 that we've done this year already, but we're creating a lot of equity with through the earnings business. So I think the modeling that you're trying to do Doesn't really factor into our decision making, right?

Speaker 3

We're making investment decisions on ability to generate return over time. Do I think that there's an opportunity to do better than we've done historically? Yes, of course. We can be more efficient with our balance sheet. So we highlighted earlier that should have been $1,000,000,000 of extra capital tied up in house.

Speaker 3

We've long talked about trying to increase the optionality of our land book, which would be an opportunity for us as Well, yes, we're at 50% today 51%, sorry. So I think if we can make progress On those fronts, we have an opportunity to continue to generate really strong returns through time.

Speaker 15

Okay. Thank you for the color.

Operator

And we will take our next question from Joe Ahlersmeyer with Deutsche Bank. Your line is open.

Speaker 14

Thanks. Good morning, everybody.

Speaker 13

Good morning.

Speaker 14

Just to follow-up on that last question. Perhaps if you could just talk, if you've got In your mind, an upper limit on the idle cash that you might carry on your balance sheet going forward? And then also just maybe talk about your Appetite for increasing leverage, just given the stability in your business.

Speaker 3

Yes. I don't know that there's Yes, I wouldn't want to put guardrails around anything we do. We've been pretty clear, and it's 10 plus years now in terms of how we're going to allocate our capital. We've also been, I think, pretty clear that we don't take a point in time assessment of that. We have a business plan and a model that we've And we iterate through time, that we use to make the decisions on how to invest that capital.

Speaker 3

And Just a refresher in the business first. At high return, we want to pay a dividend. We use excess capital to buy back stock. We'll manage that against leverage. We've reduced the expected leverage in the business.

Speaker 3

If you Back a decade ago, we said between 30% 40% gross debt to cap. We adjusted that 20% to 30%. We're under that today. I think you could see us do lots of things. And I wouldn't want to say, well, if we have more than X dollars of cash, We're going to do something different.

Speaker 3

We'll continue down the same path. We spent time with the board working through The different capital decisions we make, and I think that's exactly what we'll do going forward.

Speaker 14

Got it. Thanks, Bob. And then just maybe if you could talk about the improvement relative to pre pandemic in your gross margins and your returns on inventory. If there's a number you could quantify around production improvements and even more specifically, if the actions you've taken getting back into the off-site construction space. If there's anything to call out there and maybe just an update on how ICG is doing?

Speaker 2

Yes, let me take the ICG piece. We're really pleased with how that business is operating. We have 2 factories up and operational that are doing well for us. We're very pleased with what we're getting there. We've talked about once we get some additional factories up and open and it's covering a bigger percentage of the business, We'll share more detail about the cycle time gains, the cost savings that we're seeing from that business, but we're really pleased with what that team is doing.

Speaker 2

In terms of the first part of your question, I didn't you got that one. It's interesting.

Speaker 3

I would tell you, you're asking if there are productivity gains. If I understood the question correctly, you're asking if there are productivity gains that we've Gained by virtue of the pandemic that we might be able to save post pandemic, I would tell you exactly the opposite is true. We have a less efficient business and it shows up in our cycle times, right? And the supply chain dynamics caused us to lose production efficiency. And you heard Ryan say it a minute ago, we think we've got opportunity to improve from here on that.

Speaker 14

That's great. I appreciate that. Thanks guys. Good luck.

Operator

We'll take our next question from Sperin with Housing Research Center. Your line is open.

Speaker 10

Yes, thanks guys. Yes, just to Ask again on the ICG, is there any plans to roll this out to more markets near term?

Speaker 2

Alex, when we made our first acquisition around our off-site manufacturing efforts, We said we believe we can have up to about 8 plants that will impact about 70% of our overall production volume. That's still the path that we're on. We haven't announced any new openings, But the strategic direction of 8 plants over time and 70% of the business still holds firm.

Speaker 10

Got it. And I'm not sure if I missed it, but did you guys give your land position and owned an option?

Speaker 2

I gave the total control, but I can give you the owned. The owned is 104,000 lots. The option is 110,000 lots for a total control of 214,000 lots.

Speaker 10

Got it. And in terms of direction, obviously, a lot of builders, I guess, yourselves included kind of slowed down acquisition of lots at the end of last year, but are you guys seeing the next few months as something that will reaccelerate or just still kind of hold near current levels.

Speaker 2

Yes, Alex, we gave we kind of gave our updated land guide, which is $4,000,000,000 which is a lot of money. It's not an insignificant investment in our overall land portfolio. Roughly half of that is new acquisition. The other half of that spend is on development on lots of the already owned. 214,000 lots gives us certainly ample runway and supply for our go forward business.

Speaker 2

Going back to some of the answers that I gave on similar questions earlier, we're really confident our land acquisitions We continue to find good spots, negotiate what we believe are fair end market prices that will continue to help us generate industry leading returns and gross margins and help us continue to grow the business.

Operator

And we'll take our next question from Rafe Jegirjes with Bank of America. Your line is open.

Speaker 16

Hi, good morning. Thanks for taking my question. Can you just talk about the sort of specific drivers of the quarter over quarter step up And gross margin in the second quarter and then what drove upside relative to your guidance from a quarter ago?

Speaker 3

You're meeting sequentially, right? Correct. Yes. So we had highlighted that a couple of things influenced relative to our guide. One is we got better pricing on specs than we were projecting.

Speaker 3

And the second was The mix of communities that we got closings from looked a little bit different than we thought. So You can see from the sales environment that the market was pretty strong. We were able to translate that in the specs that we saw. Really, those are the 2 primary drivers. That's why we called it out, the Forever Rewards.

Speaker 3

Got it. Okay. That's helpful. And then you've spoken a

Speaker 16

little bit about the underwriting strategy going forward. How should we think about your option mix going forward? And like What's the longer term target relative to the current 51%?

Speaker 3

Yes. We've been pretty clear. We had targeted 50%. A year or so ago, we increased that to a target 70%. We had gotten to a point, I think at the richest, we were at 56%.

Speaker 3

We walked from about 60,000 lots over the back half of twenty twenty two, Which pulled us back down closer to 50%. Now we're starting to rebuild again. Fair remarks we had highlighted. We've been able to increase that In this most recent quarter, and again, the target still remains to try and get to be about 70%.

Speaker 16

Great. Thank you.

Operator

And ladies and gentlemen, that is all the time we have for questions today. And I will now turn the call back to Mr. Jim Zumer for closing remarks.

Speaker 10

I appreciate everybody joining us

Speaker 1

on the call today. We're around and available the remainder Thank you. Have any questions? Otherwise, we'll look forward to speaking with you on our next quarterly call. Thank you.

Operator

Ladies and gentlemen, this concludes today's conference call, and we thank you for your participation. You may now disconnect.

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Earnings Conference Call
PulteGroup Q2 2023
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