SRT - Earnings call transcript Q1 2021

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Operator

Good afternoon everyone and thank you for participating in today's conference call to discuss StarTek's Financial Results for the First Quarter ended March 31, 2021.

Joining us today are StarTek's Executive Chairman and Global CEO, Aparup Sengupta, the company's CFO, Vikash Sureka.

Following their remarks, we'll open the call for your questions.

Before we continue, we would like to remind all participants that the discussions today may contain certain statements, which are forward-looking in nature, pursuant to the Safe Harbor provisions of the Federal Securities Laws. These statements are based on information currently available to us and are subject to the various risks and uncertainties that could cause actual results to differ materially. uncertainties. listening XX-K call for posted of risks those latest review a all the and XX-Q on and advises to to this the summary StarTek its website update StarTek any does the not responsibility forward-looking undertake statements. to Further, in with measures Regulation some accordance the today discussion include non-GAAP may G. GAAP-based The reconciled closest back to amounts has company the these measurements. The Investors website. their section be in earnings the found can of reconciliations release the on a section webcast available would the replay today's everyone like I www.startek.com. be Investors to call at via website that the of remind company's will of

Now, StarTek's I CEO, Sir, would over like to turn proceed. Executive Aparup the call please to Global Chairman and Sengupta.

Aparup Sengupta

Good Chino. you, joining. thank afternoon Thank you all for everyone and

discuss thoughts year and loved consequences lost deepest everyone They're pandemic. heartbreaking past the the the our struggling to and to recent we world. Before the most of performance, These has contending one are and are difficult first share or condolences COVID-XX the a with outbreaks. the around with I'd still and the our with during COVID-XX over tragic themselves like families both our quarter to times who's in India virus,

About both our With is clients' while of the across remotely to-date. we of geographies, focused of flexibly fronts difficult protecting remains largely global and XX% recovery predict. pandemic broader our the the to safety on and still addressing And certain on our the Access progress evolving health pace team needs. have is vaccine resurging employees, the to worldwide. working uneven very

We remote XXXX productivity. underscored and profit, margin, had the first on campus prioritize Aegis. has EBITDA. optimizations quarter our record and flexibility fully across of our gross first and to proportions established strong year-over-year far. on a since our StarTek efficiencies work will to workforce we infrastructure for seasonally We though business, the gross StarTek a period increased and and and operational making quarter throughout generated reported net This growth the Cloud combination revenue Even of so their our revenues safety soft focus a necessary represents continue or adjusted

progress manage from continue client As to foundation a prudently and base, strategic to financial of in strong, proud the support strong propel to have and our we holiday have as though the and our remainder QX which the e-commerce during elevated costs seasons. built through verticals Tailwinds our are we global they our year. they workforce are were remained as not and peak

are to hybrid work recovery mentioned demand verticals also strength client recovery the driven honored brick-and-mortar As are with the that we retail, be for and Within in operating the remote supporting by we earlier, near healthcare, healthcare, The future. media. broader especially uneven, and also this remain in macroeconomic likely key of some environment particular, verticals and now throughout of still cable, I an so to and assistant hospitality travel COVID-XX like largely are States. programs propelled United in has our the fact

and our Our customers to difficult resources during times. and the need end have in dynamic across get instrumental they helping this been services clients their

this even Over will the and becomes ensure more we to coming months, that working continue seamless widespread. access

global We preserving while are and the all health, making with initiatives strategic far of productivity in so progress strong growth our our continuity, XXXX, workforce.

in CSS the in bit would Corp. Vikash? in discuss But Our in in how our Vikash walk greater both since more of to will team our to have of to say made our a through incredible I about the financial growth. our the that has strategic servicing investment and demonstrated call turn optimized pandemic, later some this and adaptability technological have of I and have to I platform CFO, on including performance further, initiatives, onset you support with our used the call the the our resilience Sureka, progress detail. continued they like we and before first in customers quarter

Vikash Sureka

to Aparup million revenue reflects and the This Thank compared good increased Net you, client e-commerce, to million into within healthcare, continued everyone and quarter. $XXX.X in strength, afternoon our year and ago jumping $XXX.X verticals. year-over-year our particularly QX in right growth media demand cable, results.

the Aparup net points XX.X% us, period. quarter. softest currency growth year mentioned, quarter. [ph] is XX% within margin topline, profit revenue for QX the of Gross PC compared As margin $XX.X are increased in XXX in Gross for and year-over-year margin increased our year XX.X% greater constant to to the QX Similar million our $XX.X seasonally period by just a increased compared ago basis, first approvals strong and strong represents On X.X% quarter. our while when to base million to increase mix client to higher revenue gross in ago a compared reflect vertical. year profit basis the ago to

of administrative $XX.X QX is $X and SG&A, year-over-year about general, Our and which to for in compared representing benefits sequential million QX grants government $XX.X $XX.X the million QX in quarter. expenses, includes million. ago selling, a profit decrease gross and were million, from year

to to we SG&A percentage XX.X% last going share X.X% for StarTek XX the current have or to million a attributable of the and compared implemented to or revenue, to of shareholders year improved a in we a share reflects This ago improved StarTek $X.XX loss QX to at in million benefits level the loss ongoing ago compared quarter. Net attributable remain expect a loss $XX.X of $X.XX $XX.X forward. quarter. to of cost net months per loss over shareholders per As the SG&A of year reductions the

related this charge we year. refinancing the in reflects of a Feb net this expenses debt one-time completed loss to associated Our quarter with

$XX in ago ago to million primarily XX% a had Adjusted in approximate year QX geographies. In attributable forecasted net also to quarter. $XX.X We to COVID-XX-related quarter. this in one-off compared tax declines million some $XX.X few of included in loss million an impairment, influenced due the quarter, EBITDA our increased year the

we as compared XX, million adjusted primarily year-over-year reduction, December XXXX From $XX.X XX, improvements balance our basis to primarily was received XXXX. March of in $XX.X XX.X%, recent up year to restricted refinancing percentage working March leverage a trailing revenue $XX.X March was Net XXX that facility capital million Even as at the at basis making at growth, strategic increased debt to to Total million which continues XXXX. -- $XXX our increase and to December of capital million XX, to on repay debt sheet well of a margin well perspective, compared increase at full the CSS. cash to by XX, at XX-month quarter. XX, of The debt with EBITDA use points as after million the under government XX, at increase in our million XXXX, $XXX.X reflects and as a X.X% The into debt expansion, was an cost our driven -- well investment $XXX.X in compared remain compared Xx. certain a regions. to refinancing, As working increase the increased cash grants in at quarter. net ago during the revenue, gross after previous December proceeds XXXX, senior XXXX the debt was

our other as liquidity the will my expenses optimum stands comfortable to back to costs remain efficiency today preserve of This hand focus I with prepared prudently operations. Aparup. the managing a and it Aparup Aparup? call to on remarks. position our now to concludes continue and We non-essential over over you.

Aparup Sengupta

Hi, you, sorry. Thank Vikash.

with spend progress time both our open like Cloud I'd briefly reviewing StarTek to the our in our to we CSS. Before some call platform and for investment questions, existing recent

operations. elasticity the our both and Through and that have and functionality up-to-date the to-date, with facing success the for a the seamlessness and Having past integration Microsoft infrastructure drive optimize of on their we ahead. Cloud Azure IT service. to platform a achieved in platform continued customer XX and our growth services, we automation for have further service to platform's work drivers the has added and key most our both remote this continued implementing include established have that view interface months, the we over backend have capabilities, computing, cloud through agent's StarTek enhancing force this work efficient We AWS platform ensured as we additional Cloud operations. objectives year work These which StarTek our done with have for management,

We agent desktops, among have data established other our a and workforce. secure and strong high-tech enabled ensured elements connections platform video optimal with that connectivity key monitoring, among and productivity

Anywhere, our us strengthen In addition, of enhanced in guidance, provide this to chain. RPA more costs platform RPA functionality complementary business will we process capabilities software customer all customer time. drive that agents, experience our recently productivity partnership into help value us for robotic will AI-powered development testing, our increased across turnaround both support turn, with allow effectively training bots, processes. a across automation our This and our and technical and entered Automation managing will and while global leader In

basis quick reach remains hybrid proportion given keep can workforce a balance a work pandemic will stated respectively. our and continue as productive note have and providing on -- certain to as call, earlier XX% when the sustained our work priority. ongoing and in agents the As the plan, on struggles with and XX% on our long-term geographies, we agents visibility challenged. of numbers who resources these And remote view safe campus and necessary split on remotely to versus key in overall productivity we we the the a remains top I Especially

find CSS enhance technology other's and to We and discussion with in beneficial started collaboration to services mutually of and manner. our physical a have prowess clients areas engagement reach our to each leverage

share in to progress continue about coming will We months. more our the

hard throughout the focused As will of look organization and momentum further proud to drive team's progressing on growth I'm XXXX, our in continue and of additional operational in remain advancing work we the efficiencies ahead. we our months rest ahead our our

we conditions the We we macroeconomic the clients, support our have work customers through and will collectively continue we and ever some of most towards difficult and team, resilient serve to as recovery. have remained faced we

for this questions. think, us will call now I Chino So, open for to be

Operator

comes the Cummins Riley. Instructions] right. question [Operator All B. First of Zach from line from

You are now live.

Zach Cummins

I taking questions. down this EBITDA me Vikash, quarter my in you have that the the may tell grant government this but line? adjusted the for benefit going missed to of thanks got can Hi, you kind commentary, Yes. from

Vikash Sureka

Yes hi Zach.

by we this government quarter, came So, about from $X grants. were million benefited that

Zach Cummins

in quarters the to as anticipated of viewed Understood. more this coming for it is continue a or a thing? And one-off of kind that is

Vikash Sureka

from stage, for example, is QX, did that at hard to us predict or grants Look, we receive for this some the government. in

as We Australia, get grants grants et certain regions in like cetera. continue these employment these get regions. in to We do an Saudi, industry Malaysia,

this again, as yes, expect But, the as to quantum difficult to the is well. as we to but predict. I is While difficult we some predict, move said, forward of quantum

Zach Cummins

India in hybrid in to months, especially seen in Understood. the whoever is the you COVID any conduct And here seen some just have ability Aparup we've to model rising or place? your business having given of challenges cases, with the recent operations, impacts your

Aparup Sengupta

question, work then that and on are in It's news morale can employees that the a two sense your a very office, as to I cases. virtue same will if we is have them is time, there somber very the team technology operating nation which to good you by high fronts. of been COVID even you guarded give come the best I'm the good of have means can you the home have worlds, mood that to of from But the and has both clients. and ensure our can know, rising the done the a answer we a job in at get is support which are you your unable that given you One that because, phenomenal

provide have today, workforce to to workforce serve elasticity So, our at position our to we with in -- are therefore almost believe of this clearly to we we able XX% been customers. and XX% home, a that continue the

the happens is more are severity? So, if we there technology what question Now, from ready. standpoint, a is

that the will our currently, a from is ourselves I'm which is enabled impact wants have kind there the work home seeing agent's infrastructure. to to to work. ability government go But lockdown, color-blanch less would as come We of do -- into that way one much to likelihood as

one I of other as wanted services. considered to essential point The thing out that also is the we are

shut pass. is, So, if come have of a is the work to task they our shut it and some because to down, transport down places everything are even employees is services in called essential special able the public hypothetically,

So, that in to are continue kind work of the helps for to we working. manner which us in

Zach Cummins

I weeks. mean, have Got by can where here in and That's of guess, of then it. versus and are terms I continued in the some environment the And your maybe at by just been seeing you impacted strength helpful. demand verticals through in outlined recent that looking see areas quarter, go different the changing the across you're opportunities verticals some the

Aparup Sengupta

momentum some terms very of we is a there we as fallout, the see, been e-commerce, of working with But these and always can than during season. quarter-on-quarter that verticals, a for basis on on of time, I clients. the predict See as lot more our possibility a of unfold believe tailwind are is clearly verticals there, there you what those is was is we something there a behavior I have us and how it verticals gain But customers them to is for definitely, that with period but of that some heightened holiday these not we that that a of tell especially decade. as bullish long to some of some because for in don't a

are We program, healthcare, lot federal of uptake seeing, the of work got. COVID there's especially a is have which clearly a kind the that on we assistance

So, that us see ahead. possibility to also growth for is a

like of some with of and the are IT verticals, So, muted, while brick-and-mortar of some do example, that airlines momentum have is anything cloud-based seeing new the hospitality and and some even in to sectors happened the stuff for stuff, remained clearly, technology-related some are and that the what has travel pandemic they of growth. showing wins having, situation I'm in the and of services, e-commerce but we the and

done one the therefore, have the in have ability what is is, and to the we that been sectors having growth create organization is hand an elastic we able in on nature that mode. to service are So, the

are some I were last both summarize. on of are believe are some we seeing the are the clearly we we that softness. we that At same prepared are year just sectors watch But So, if better and we we fronts. keeping than on high time, much a what may

Zach Cummins

And me just of your progressing just collaborative with things an give final CSS, you just in efforts stages very initiatives excuse terms them? question early with Understood. can for how terms in your of me, us early are on update

Aparup Sengupta

cloud-based customers, they a of sole companies repeat just the support with what some I has unique who are Yes, of technology call I a to provider. last doing capability said for think time, you finest CSS what is source very of largely almost and some the are

expertise that doing of support, well brings tech actually onshore So, the as deep offshore. both in as

experience for as is tech So, obviously all support consumer chain we things, value are ease, need facing automate and and of these -- you times deep are by at a natural are doing deep these therefore, Zoom you or and to know, in companies the to increase are or driven Microsoft are customer tech going services. companies calls, trying there is tech a and support lot talking I meetings increasingly Team being

CSS does. what that's So,

and deep of that expertise the consumer to take So, tech and collaborate of can the expertise depth our our the they have to advantage with that turn understanding of the area. us effort experience see is in collaborative we they have

of joined front, collaboration we is amount us. So, think on front some work to seeing customers two we clearly this of this with go at ourselves them ahead the I end huge there deeply take that to to are opportunity and a a and of have

We are very excited.

in and customers. of So, the activities very in gaining or the in doing is prized traction terms that that specific of right in front we more capability of this some now with the the we capability motion have market-facing some is a of collaborating is now that deals are end

Zach Cummins

coming luck in the my Understood. taking Well, questions and best thanks of quarter. for

Aparup Sengupta

Thanks Zack.

Operator

comes from question Omar line the StarTek. of Samalot from Next

open. Your line is now

Omar Samalot

Hey guys, how are you?

Aparup Sengupta

doing? you how Omar, Hi,

Omar Samalot

I'm good. Thank you.

could bit little question first and him. had I you on much but provide Vikash little it's if hard seemed got noticed as Okay, I to I than it, think have touched hear tax a expense The there. I usual; wondering might higher color was a

Vikash Sureka

Omar. How are Yes, hi you?

Omar Samalot

Hi Vikash.

Vikash Sureka

the tax million seen $X.X tax this typically expense to every we quarter the this between expense that a carry had is right, for And anywhere have million raised. necessary higher of expense believe you're to we for we've compared therefore, had a So, quarter, be to we've higher $X.X a tax We tax some and of may to that reasons. position. deferred the not asset reverse we now created deferred tax because the had forward assets of quarter,

big we a also profit that that So, our make therefore, in JV was one reported quarter the tax. that had additional interest Other took. non-controlling we higher provision year this and we -- to this towards of chance have

on of [Indiscernible], forward. we did expect factors one-off we continue a to kind So, which as charge move these two won't

Omar Samalot

Okay, understood.

Vikash Sureka

back levels Coming $X fee of you. tax million to income. the $X.X Thank on million, expense

Omar Samalot

Okay, good deal.

Okay.

wanted you at that this congratulate I you you terms on that extent And an and quarter about great can, and talk to utilization EBITDA XX%. this a number why? that guys what the capacity -- EBITDA maybe Aparup, really evolve rates you this and achieved and in is can of year on flow? throughout Okay, cash mean you would see margin EBITDA To how

Aparup Sengupta

See utilization Are Are suddenly we at now we we of a to capacity off? -- So, our this capacity a talking living a is centers? chairs clearly very give what that. are answer, But in we model. this almost of talking now capacity got grappling room? in everybody chairs definition, the are is talking the the new you with precise agnostic

of we world time, have which but Then have the can StarTek processes the we asset have Cloud the our process, really ahead executing these training, more deploying customers whole that same and platform, in now which touch-less front. terms put at terms game-changing of an hiring, we ourselves our we hire go activities the some in on and retire capacity our can which and to a wings thinking we in use, are stuff is We in that the are adding that are of done have capabilities that place. we spread

see how at growing how So, effectively the we entire that moments and time, will new and be experience, we of this truth, deals. our are functionality onboarding we customers manage we the of do manage clearly with existing how are progress our customer same

So, optimize ago. on time, the to XX able embarked seen that which clearly have that and months front, same grown at we we more been have journey we the than we have

we So, they and are the of of fructified that. have kind results seeing

I'm to understand empathetically very it value value in of managing of some And drive clearly us consumer that that is elements chain. organizations managing and are important -- that all seeing you experience? such how and operate for for manage the times, experience consumer we forefront So, you at the your that do is in

there an focus is So, customers at are more platform, right and non-discretionary we that our the therefore, intersection. in spend and where working that areas element are at of

we in spot, that So, right the the are I times see clearly are bad. very though

Omar Samalot

Okay.

telecom of see terms us to specifically, could BPO seen or a stagnant this terms as when you specifically? the StarTek declining of was tell in In lately, how business. business, sector of if you wondering forward comes is segment, I kind for it going

Aparup Sengupta

and you backbone entire volatility the with But nation at that at and the little -- running if look on very thinking the We a entire look remote there bit will you there. country, work. of is the have I have a customers lot if today, a there of -- the obviously, nation telecom telecom is contrary

time is times. the spending -- say, customers when are between gone phones, that six have to on five or our you least up network, we our So, home at either average more

be additional to to opportunities and and it of happens, therefore, So, problem the usage more more leads additional helped. calls customers for encounters

-- continue in in be I'm I as while technology telecom numbers element that basis, volatility and always and have I I happening, clearly lives marketplace, they're will always only quarterly got to addition what them of many a sector of a the is companies now to seen working the life. telecom, especially providers today, So, now activity will and on working to telecom -- our critical therefore, is of softening, see the in we happening mean on on lease some was predict, clearly, it very seeing out and that rolling lot And now is of voice, have not while telecom that are are a but XG. it data, there there's

an short, and we from story by So, To see there stabilized clearly you there revenues opportunity. I is have that clearly do on, long I large possibility of give there and see a our growth. that is mean a we

Omar Samalot

good Very to good, hear.

willing sentence Okay. the that in in current that the I could strong robust fiscal release to to year that year. positioned of add basically your not help you're type terms I was has don't anything in deliver there's but the range a you said us growth start if a that press notice of I to define in if wondering know, for robust us terms or of color? can

Aparup Sengupta

we more robust that time, again, See, just I believe we give said -- what the quarterly time about if to we talk behave back last said will I I'll call I in and go just and last color, color. become. that want I is can you that only you

you believe, across about So, multiple by the front wing foreigners of -- are serving variability How mean is manage offshore the central of and experience actually globe, front, reiterate the citizen with we citizens, having that, pillar globalization. the do focusing other and experience that consumer I'll one digitization customer just citizens, and on is on serving elasticity. a wings, it I

the where and robust, will, is use I is that's will strong think we it if you for level say. are the loosely So, synonym are focus can behavior focus growth, is that optimization, grow. a that's result, there I that to course, we if as very going a have on can mean, Become of and have so, of in so a on -- way. efficiency. is a team that's I pillar if believe very word means as that I focus focusing talking there I And a the will the robust, used central the we and that best we management can on the

Omar Samalot

Okay, good enough.

like you your question, about my stock And ask valuation. Okay. would All thoughts the then regarding I right. to last

times solid of cash the hearing XX months -- shown trades low least revenue three with now a even that times at I'm next multiple, six regarding and row in positive XX have that yet EBITDA estimated stock in very and You growth, multiple, pretty lower an trailing a EBITDA very a quarters flow, we're EBITDA months margin commentary terms four at expansion.

thoughts value, your potential potential mind returns the sharp in the the undervaluation So, on and of and hidden stock guess do to get -- the I story, how you the investors my appreciate going forward?

Aparup Sengupta

Well, it's a be answer I to are hard story have in we an But whatever to required people. our terms question of for larger cannot set effect. taking doing me is on done because out commentary a a to of

directly, We audience. hiring Investor Relationship larger the their narrative take to is stories person to are by and who going a

continue I'm of is saying because the little asked we is to company a that that what times, float, that. I and terms not maybe wherewithal telling there? and build I function of our that and will at appreciate mean, whatever do having great stories, answer is done have the I'm doing narrating After on are not honestly, I be resolved to right how those stories but of it honest. mean, think question, that ask that I very you But myself are that volatility -- elements I people have question what can later, how work, planned, sometime doing goes work the someday, -- us the the the question stuff have a a I market hard soon, more we keep ask and or question, to of of and reacts than So, level that maybe in level your and a that that that, what telling we is do of unfolding. the how is stock

the we the we unpolished we are in like that to are star, our on investors, our we out it's but putting my is that the take were all our are hands moon. a diamond we are and story, up do land are hands, -- -- sparkling the we in and and have the of front. efforts to in thesis, unpolished star aiming do for we not an we strategy How passionately now marketplace, are an We

Omar Samalot

Okay, luck I'm put but well, little bit, appreciate wish guys you spot going you to the answer. I sorry on appreciate forward. I yes, a I of it. the the And best

Aparup Sengupta

Thank you, Omar.

Operator

the comes Instructions] line Robbie of [Operator right. from All Baird. Bamberger Next from question

open. Your is now line

Robbie Bamberger

Yes, thanks question. my taking for

to sequential QX? is revenue any to recent about to So, be bounce there and of And way similar a throughout think in and it the back then QX the shouldn't minor think decline year? QX really growth sequential maybe a that sequential little reason history

Aparup Sengupta

then a it quarter quarter Yes, I can with is little take and like phenomena goes four, then up have company that one and then our it give bit hump, camel the we in always that and a color. But -- then I Vikash two and mean, yes, dips can again quarter three, you is of some seen you start a dips. quarter

to so us. ahead company we of next the this growth we there of of trend put than and only soft it And So, QX comfortable a big any lot work be, hard guidance can we lot But at so wave the not would be now give how or think -- QX only however, But year and QX, it in ocean as but in has able I goes time, or far. say is have a that seen are in the that I gone on lot there's have point how has less feeling so momentum. a this say that very softer we been will that momentum that's that will, behind, see up. of the the generally is a organization. How together we I is can

Robbie Bamberger

quarter, revenue Thank of be that potential any And or kind the in any I came Yes, on you And revenue, unsustainable? parse maybe just that consider COVID one-off that able makes sense. assistance how guess then you'd that would to out? you program you. the one-off much got from

Aparup Sengupta

is -- it specific program even has not that's than have program come, probably one-off mean, got if X%. I We a one-off any less yet.

Robbie Bamberger

helpful. overall aren't have then Okay, they prices guess squeeze I that And lower are the to at can't clients on price environment, go trying you employees understand Or of to great, just and at-home really that higher do really the mix a employees? to trying office, pricing all? very they now like

Aparup Sengupta

No, our frankly are precious X and Please are that our remember that's remember, hands, I which work they customers. how Tier customers the not we is they think giving please in think. with most asset also speaking, customers

critical. process the So, It's I take. always customers it's any if are value for right. our that is about paranoid chain critical but are a manage non-core, our of in their We clients, handled you say that They customers. of this

is did will it like the assurance, they you is squeeze to they that your have they What incredible. perform, work this want from equal heroic business, is home giving rates ability are boarding they mean, work they us giving baby in school, of birth the that creating to what the us from the the of want want the Cloud, of boarding to a model charging. us there to not more StarTek house So, this have to the with want kind I to us passion in have that these and -- are ensuring something amount terms we of work continuity or enter

up fact, you their do what, of know, normal calls paid customers that pay -- working from the some rate. we'll you saying I that than for be are during hey, with we we you got time pandemic this more I really can us mean been closely, at have going us are In customers you have the so happy know to more than and more. us, because least volumes

have are seen. we conversations So, that the of some those

see customers not volume non-pandemic discounts squeezing to like I those in anybody is us have I are in of come mean, commercial and back valid that of with the price. going a are course, are terms seen pricing there So, pressure, taking I very but stuff situation conversations, not of advantage which that, do to situation,

Robbie Bamberger

you. Thank Great.

Operator

this the like time, concludes our over Mr. Please to Sengupta. this turn proceed. would back At I to question-and-answer session. call

Aparup Sengupta

look I second support for speaking report and continued appreciate your Really Chino. quarter to thank you our StarTek. joining afternoon forward you, next and all us Thank for results. we when help this time your with you of

Operator

gentlemen, and disconnect. you you. Ladies now may Thank

Startek (SRT) 11 May 212021 Q1 Earnings call transcript