FLT - Earnings call transcript Q1 2019

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Operator

Greetings, and welcome to the FleetCor Technologies First Quarter 2019 Earnings Conference Call.

As a reminder, this conference call is being recorded. I would like to turn the conference over to our host, Mr. Jim Eglseder, Head of Investor Relations for FleetCor Technologies. Thank you.

begin. may You

Jim Eglseder

the and will now, everyone, per and quarter share. for us including this adjusted found in joining release with website of revenues, on information other Good the GAAP fleetcor.com. XXXX adjusted presenting updated GAAP Also, calculated at should financial thank be not and differently net than non-GAAP have adjusted both diluted By at comparable Throughout on may appears under be can you supplement, call, guidance first income, Relations to is information calculated press access today. described. releases income section we with companies. on and our information we afternoon, conference which you This are GAAP Investor non-GAAP be to net accordance press information, today's our most and a basis directly information historical our providing and in previously reconciliations. non-GAAP website, reconciliations Quantitative non-GAAP as financial

before include business fee I part which new today guidance expect. and begin of what cause and outlook, discussion to them. expectations from includes and our put of remind uncertainties, everyone will that and Finally, undue formal therefore, statements. actual statements numerous These to need materially future about acquisitions. our products forward-looking reliance development results our This initiatives regarding differ we results not could forward-looking They remarks, you are we guarantees and risks upon and to performance, should not are subject

like X-K at that annual on Clarke, turn documents on the and over Exchange and our Ron mentioned our the Commission. available would Chairman are in These to call Ron? our way, out Form risks website Securities press report with CEO. today's on those and I the With of Form and release to of sec.gov. Some XX-K are filed on

Ron Clarke

plan here, to We cover this join everyone afternoon. the three I'll to taking us Okay, Jim. time subjects. appreciate Thanks. Upfront

provide perspective QX on my I'll results. First,

bit preview update outlook our year, growth of a major of an for I'll provide I'll Second, on our rest and third initiatives.

Okay.

for QX up better up in quarter. So, was and macro On basis, quarter planned expectations, reported at up XX%, higher and profitability four $X.XX like-for-like XX%. XX% well. midpoint of the topped and revenue X%. million the XX%, internal cash $XX than revenue guidance corporate EPS cash onto or you cash growth, growth a and We EPS last revenue exclude growth of lines and the business XX% our QX Fuel X% X%, constant $XXX from the FEMA EPS, impact XX%, revenue QX $X.XX toll range. Both pay revenue year. up about in our million growth all if finished although growth than revenue Organic of revenue performing XX%, with overall card lodging

from of performance good lines. each our business look, So,

also of trends, the good Our quite XX%. in quarter. Customer retention

flat point pay quarters in from a XX% two new versus year, strength up sales same-store and sales or our Our down bookings and new particular corporate business. last Brazil with the last

are ahead profits expectations, growth a solid to of and and trends. the all-in-all, year, overall start look, XX% So, revenue good organic

the of quite blocks out So, nicely.

Okay.

Let rest me year outlook. our transition to of

the So, first off, macro.

our FX fuel rates. puts XX worse We significantly and clearly, takes few guidance. ago, but days are rates, there 'XX consistent initial pretty interest better expect and There with from lower prices

the out, So, we where beginning when at all you it comes year. of thought put the together, basically

to same rest expectation revenue, our growth and terms organic in our year XX% card organic the range to X% growth revenue remains range. In XX% of fuel X% of

headwind in know reflects cash really our here, $X.XX in $X.XX of areas. guidance we $XX.XX To EPS year On raising midpoint, the earnings EPS $XX.XX front, is beat QX. two full full year at our the included new XXXX to are cash guidance coming guidance from that

of rest with million, dilution shares count share higher few to $X.X a than million along related our that's cents higher year, unexpected Nvoicepay stock more because our price an additional about of of planned $X.X First, acquisition.

year absorb to $X.XX headwind. So effectively, our this bit baked performance we've a into unplanned rest outlook better of

out our year. expectation than to we're XXXX out come in looking incrementally net-net, So, better the starting

Okay.

Lastly, over to progress four with let me transition major initiatives. an growth our update

So, business opened are one, beyond initiative make allow employer. controlled by ones we to fuel fuel, cards that a cardholders where in authorized up Obviously, to their our additional manner purchases.

making This the XX% lift have resulting US, X,XXX in we is about card per beyond now our actually in client in purchases. fuel of active So, clients a fuel revenue.

more US And make of to prospects. this fuel card so new additional than on, our also beyond offer 'XX clients XXX,XXX sales some plan fuel to as a we'll rolls to

on So, we'll impact revenue keep growth. on expected and take our rate you posted

Second up in initiative beyond Brazil. is toll our

here, So, do to two trying things. we're

First, parking And fuel call toll urban join purchases. food to food encourage program. to users to we users their or us trying with fueling, second, our our use then parking X and account active additional users make to attract also non-toll what and fast fast million we're

the gone transactions and McDonald's. of zero So, stores March to here we're gaining have from have live, is in some XX,XXX report at XXX alone. now traction good, month We the

excitement We've also sold gas from McDonald's. X,XXX XX a of new in quarter. stations accounts the that's lots non-toll So, user

rollout sales So, the there. just starting marketing and

our there supports this perspective, encouraging real that it the beyond for view toll expanded network. is from an So, demand and start,

number growth from some our capture The from increase is base. accepting room additional is to of and up our XX,XXX lodging. approximately idea the thus customer existing to nights in there hotels XX,XXX simple network Third

network. pleased is room that website live, actually So, we've report live, extended book now in new now network extended to and to is that nights begun

will So, acceptance incremental again client. increase per site lodging expectation revenue that generate is this

initiative is business. plan of up corporate our payments for last growth our So,

the put, marketplace. make offer want to two to we simply So,

client all for electronically. a can savings. so one, which of to and invoices AP XXX% provide rebates two AP offer offer to XXX% So, pay number is today what literally we is of automate provide is and reduce client that client paper and do And card general the simplify file, payments their

approach, offer, which payments the in well, card first it's growing reported teens So, we've obviously working our is it's that mid quarter. our

our implementation acquired of offer Nvoicepay So, that to AP market the the we full second clear And that QX. in offer, accelerate or likes outsourcing offer.

leader Nvoicepay that's companies invoices card AP XXX% a software the whether cloud-based all pay So, clients, again that merchants They their or even electronically. of is ACH in via lets pay paper.

and for over offer SMB really us to TAM appeal our additive. market. gives So merchant just million the our the it deal, network an supplier it's It incredibly quite to increases us to to increases Nvoicepay given now its take the relationships, comprehensive it a market,

clearly to note, committed we a payables big are building BXB business. So, that payments

We're organic back think start revenue and rest now we with growth, all year, to year to mid-term some ahead organic our QX confirming and top. of good major a our four in we're profits and revenue delighted our of double-digit also again closing, all our raising client. growth, live So, steady four look, in four confirming results getting trends, X% revenue reported progress cash per XX% increasing the with reaction, full to growth revenues four markets, our year expectations. outlook the And real EPS we've initiatives, all plan,

potential rate in pickup revenue a So, and be the throughout the position we'll year, take forecast to acceleration. better adoption the of pace look,

provide additional to So, Eric with on that, back to the me details call over turn some let Eric? quarter. the

Eric Dey

Ron. you, Thank

related of decreased million $XXX.X increased up $XXX.X quarter first quarter X% For to income million our to income $XXX.X million X% the to $X.XX in of $XX.X results compared of the the of was the GAAP to first first share $XXX.X and charge from per GAAP quarter business. in or the quarter revenue reported net million impact diluted the impact of XXXX. net per first in $X.XX diluted share in million XXXX. of Telematics X% impairment investment Included an XXXX, $X.XX we from

quarter impact metrics of to charge, GAAP is million net be our we'll of increased income share, $X.XX income the to X% in net the per reconciliation numbers net to and per of the the diluted impairment XXXX. Excluding financial Non-GAAP and income provided discussing adjusted increased XX% diluted income that net adjusted share and in adjusted share increased $XXX.X first X% release. $X.XX net share for to quarter in per Exhibit same income in diluted first in XXXX. X the million year. diluted net first compared million net to income X% increased adjusted $XXX.X of compared quarter the to period income last XXXX $X.XX Adjusted our to And $XXX.X per of the press

it believe, growth year-over-year finally, adjusting the had $XX calculate and lower when in real the million We environment XX% although and FX the environment million. quarter, from quarter. reflect flat favorable quarter $XX impact were revenue Chevron and XXXX. impact year-over-year of in changes, the in macroeconomic quarter. we by first $X rates, quarter the the first negatively after neutral was driven the of compared approximately fuel of the these The believe First in we XXXX. a impacted mostly specifically, our basically revenue with precisely macroeconomic negative for impact Organic revenue macro cannot pound prices negative quarter approximately guidance. Brazilian of the the foreign And, to exchange UK million deconversion spreads about the impact out first of was approximately results line Fuel with was by

was during organically during of driven All The performed category Comdata, businesses. driven mid growth corporate both and grew was by Cambridge, payments business categories our in product well of the card growth which in card growth corporate was perform the which excess in quarter. excluding well by fuel major our the XX% most to the XX% fuel of solid in Organic payments XX% Chevron grew quarter. quarter and in our up The in teens. continues

XX% business was lodging up and Our up business toll X%. organically our was

million been business out lodging first adjust emergency of $X you if related quarter XX%, XXXX. the have revenue in Our from up would the

good very businesses. quarter So, all-in-all, non-fuel another for

down to operating the of expenses in were The quarter million the Now our primarily quarter XXXX. of million statement. compared up increase was with normal X% in moving for growth first XXXX. the first The operations. due $XXX.X income $XXX.X Total

total exchange The five stock-based decrease quarter in of and to eight for to revenues, in of in expense. The approximately $XX.X a in basis percentage approximately XX.X% decrease a XXXX. Included were points were or of revenue of the amortization expense primarily quarter compared to quarter foreign as operating first a expenses, losses million. of first of percentage the operating due impact compensation on first million million $X As in XX.X% rates decrease expenses points the basis was XXXX. $XX operating of our credit expenses in compared a

or higher expense impact investment million As increase in fraud. and primarily the we rates Fuel have losses first expect decrease XX%, during December, a than that losses amortized. fraud million card implementing credit business decreased expenses losses limit in million some of that impaired, become told as in and should run for to determine PIN in telematics to remain XXXX Interest of due first due and assets US. XXXX. of the buybacks US to the was carrying increased was reduce from on card LIBOR. quarter in significantly million loss of XXXX fuel impairment additional fair $XX.X the more the The its and we was The fraud in Depreciation interest $XX.X decrease quarter the transitioning XXXX. intend of amortization million of in regularly intangible of quarter We X% of in $XX.X compared expense by the begin increases short of The expense chip recorded quarter acquisition-related primarily borrowing was normal value fully throughout evaluates $XX.X foreign the investments to fraud in of investment. fuel and first an higher impact XXXX exchange the primarily technology the the quarter company to to XXXX. the you controls due to in first XXXX to to and value Investment its first share stations in XXXX. $XX.X

with tax the quarter impact the XX.X% in first effective for for the first Our of of rate line expectations. our impairment XX.X% excluding XXXX XXXX the was charge of quarter to compared

restricted cash, approximately turning with the to total million the is billion We and deposits. sheet. customer $XXX balance consist $X.XXX primarily of quarter ended Now in

we XXst, on outstanding As $X.XXX XXXX, had revolver of of availability. and approximately term $XXX March our loans billion million and undrawn

those cover securitization We purchased facility of also in were quarter quarter. with the and shares minimal purchase of the borrowed to amount We sales employee had our associated in end the taxes. $XXX at a million

$XXX We repurchase our authorization. capacity under remaining in have million approximately current

the other was balance flow under excess and securitization ratio our cash our of well down As which pay March of EBITDA, acquisitions covenant XXXX, facility leverage purposes. to our is level XXst, liquidity for on and credit four temporarily to X.XX our agreement. corporate EBITDA times future and We as times maintain our credit intend below facility use calculated revolving

the of million XXXX. CapEx spent approximately first during $XX Finally, on we quarter

onto Now for the XXXX. for outlook our update

revenue the Xst. First, closed the million guidance raising our we and are beat reflect at full $XX quarter year our midpoint on first acquisition to April

to We moving our are guidance the adjusted few parts income $X.XX our our the compared first quarter expect we $XX.XX raising results year reflect also balance our Also at of diluted share midpoint net to in a guidance. to per expectations.

for We expect the by year line be impact to will in offset the macro with of prices unfavorable our of rates. exchange impact balance foreign guidance as be prior the favorable fuel the

of in diluted price, count to shares. an also share fully impacts our primarily We expect increase a due the higher share calculation which

to balance of in acquisition become year, We also dilutive impact do slightly the the from accretive the expect over XXXX. expect the but acquisition a Nvoicepay

to businesses impact to higher the of expect slightly regarding to continue perform supplement help Please and the balance call offset We share the earnings the quarter dilutive of refer guidance. for our for to first over information our our additional transaction. count year

and So, million per and the billion $X.XXX between per net be diluted and between $XX.XX our guidance $X.XX. $X.XX $X.XXX and net income million. be Net share of to diluted $XXX $XX.XX. between to follows. $X.XX Total with $X.XX income and revenues to billion Net share $XXX out is to and billion income to income be between be adjusted between be way as Adjusted billion. that

spreads prices the have the equal Weighted sensitive average. $X.XX year US the XXXX made the guidance for the average in includes preparing following. the Some fuel. the retail price gallon per fuel for Market in of the the slightly to balance of in those we assumptions businesses below movement in of

diluted XXXX. rate exchange to and Foreign related already $XX.X tax $XXX to impact new fully April of approximately expense to million shares or as acquisitions A of the of rate not average equal agreements partnership outstanding seven-day of Interest no XX%, as and shares. XXth, material always, XX% disclosed. million

per For are be income diluted of share XXXX, we the quarter second of net to adjusted $X.XX. to the range expecting $X.XX in

impact the count. Nvoicepay share and The second acquisition includes guidance quarter of higher the dilutive

it growth year said, and third With new for initiatives questions. per Additionally the operator, the we'll volumes throughout build and gain year higher in in should and the earnings share our that should resulting momentum revenue quarters. throughout open up fourth

Operator

ahead. with question El-Assal first The Instructions] Ramsey [Operator comes from Barclays. Please go

Ron Clarke

back. on you're to maybe else Ramsey go someone Operator, and come mute.

Operator

next The from Jim question with Schneider Absolutely. Please Goldman Sachs. comes go ahead.

Jim Schneider

if thanks and that possible about you the corporate the than of more Is about afternoon, the can factors of think Is did terms about this by of that bit any some can of rate, talk talked drive acceleration a little or you my and sales downside better the trends see to Can potential are taking you in broadly for the upside kind to teens be, you Good of is factors sorry, quarter. you for of year, question. I maybe or potential. about you payments kind outlook wondering mid in of. the there, that you other was talk that kind see be talk year? driving can in upside what course over that the and you need driven going rest

Ron Clarke

Hey, it's Jim. Ron. Yes,

sales. we'd business, say as function with not of in that implementation number mostly year you I'd know So, a it's mid-teens stick the

the all already. virtually we've So, get revenue that sold we

we more more you'd in the So, XXXX. thing of if see their total of if or sales or could next cause to is acceleration really healthier that performance we that The down of spend files. up their we float year, have over improvement, got grab kind clients that

health years, and the that's the is lever the of client, base the the get of client growth So, payables. it's basically we in might then that overall the share of say I'd their

Jim Schneider

AR second on helpful, Maybe trying of more kind now acquisition desire Thank point, for any bit your Nvoicepay. business about acquisition the to terms or your own have then things maybe update kind a Clearly of in partnerships the channel then a well you're AP maybe of in conflicts you. where And at there? side partnerships, That's this as versus in BXB software potential thanks. and of software. of strategy both you an side things talk across the manage of to of as or

Ron Clarke

question. a Yes, that's good

card clearly So, for is partnership as right, major the role on really partners. processor, side, our our

Nvoicepay And so really this clients. us and the for software cloud fronting is our

cross the AP it owned really full so And don't that we've the software we Short-term we've it's international disbursement different. we're capability, and we've full software automation process got got and probably and so got. that own have processing capabilities. we our say And got that doesn't got card our affect for partners ability to We need border now any I'd we've more. software, obviously automation capability,

to we comprehensive So, capabilities, the very now I that we've have we got think, need a package.

now And so market. to game is the to it take

Operator

question comes KBW. Sanjay next The with from Sakhrani

Sanjay Sakhrani

on acceleration incorporated Could talk back guidance what much Thanks. A of either the to quick expected are key lead or the half this of you of will factors that just how into question you in outperform about that the and sort the underperform? year.

Eric Dey

Sanjay, to the sales Hey, our I throughout in. really year, this our Eric. build is capabilities volumes start kick mean, as

some escalation, our the see with and consistent back many, over year, of of how is the of we first the year So, is the sales benefit the in lines. that different the which in made all performed lot typically seasonality years many very from and of basically product the just we some lot of we half

So, kind we're and quarter-to-quarter. step really of up expecting pretty grow normal

Sanjay Sakhrani

gas obviously trend and question transaction the over I've expect the segment. the at the versus transaction like, the time Okay. of with looking just the then sort and should and sorry, to growth I'm relationship with the volume we a but growth? growth there's got the how revenue, some fuel growth revenue I'm prices And on noise revenue transaction

Eric Dey

Yes, Sanjay, to transactions this fuel growth around sector the in is Eric X% Normally again. X%. run

product to organic three generally range X% transactions is of into different of more translates a things. growth again got in the the each a mix, little comprised different that transaction range, revenue over you X% it, of per world, going expect business that as X% if We grow all which dynamic. kind of we've to basically our product one One lines because about is revenue think lines to be growing

transaction. that per products obviously investing higher revenue So, those in we're deliver

there mentioned So, comes a services, on to be the are And a products like products kind play think, think, the the addition as which generally point then we is contributed to call, organic then going on little in mix other rate around Ron well. two a that on favorability fuel, that up-sell things into remainder or I growth of I and bit of of of fringes will the world. speaking different beyond and

things. Our volumes bit one by some, little in we growth One, business little a a a ago, impacted QX year first quarter the of bit. a had transaction day was where was versus couple there's impacted which less there

had which We bit little Coast impact a some impacted particularly in well. our weather business, on there card West lock also a the as of transaction volumes

bit as of would think a speaking, say about of but kind it So, to X% QX, little I X%. in on going that generally

Sanjay Sakhrani

you. Thank Okay.

Operator

with Ramsey The Assal Barclays. next question comes from El

Ramsey El Assal

through taking my Hi, here getting guys. Thanks question. for and me

You can right? me, hear

Eric Dey

We can.

Ron Clarke

Welcome back.

Ramsey El Assal

like of of the more in Thanks business. there. toll to private in fuel product maybe sense fantastic. It I a tag on drive-thru the garages. way usage sense for or to QSR your the food deeper the beyond color kind little different wanted substantial Okay, a penetration than get feels inflecting be seems the tolls category

McDonald's, First, pipeline there characterization the you the on food can second and proverbial can a King? speak to side, Burger then you that sign fair is a have is you

Ron Clarke

it's know. would we Ramsey, Ron. hey, that say Yes, don't I

toll you So, if and take then three you beyond the food. take parking, fuel, fast expansions

quite So, of time, We're from the longest, really number company locations. so has up been expansion. the parking basically is in a the there the and parking the long doubling step coming

it's the that and to a couple see fuel implemented. earlier I mirror how of think the one one. round do with days, We'll as locations we it. lift will of it's for market So probably credit those seesaw that years, one company parking doubling get would On

that importantly and we're super new how to duper new. I and So people still as fast to food would And say that early to one sell it. is is push out really then trying figure on

month went but in know you I if think to April. sometime verbally we're half picked heard going call quite transactions actually we first XXX quarter. in the higher it out, that bit don't a up locations, live had locations I one and our thing fourth the at was XX,XXX the that I in

your if going of think yet we have food the point, other. million between like, don't to those I of know will, one five to more than and we active fast is be users So, whether fuel the you

promoting So, the back, just to we're and to starting expanding It's watching for got and is, uptick going to early keep the that the to but we've think it's we're today and keep keep reporting promote the headline super network build. I starting and working. clients usage expanded is already and this

trying to the think we heading right we're is, direction. I we're in that So, feedback provide everybody the think, here

Ramsey El Assal

perfect penetrated. how of it's flowing more to speak that to understanding, the kind this Okay. of overall market levels in stand we customers a higher of your in into lot penetration, about less terms net algorithm now, penetrated makes US How just penetration signing of new ask of it's revisit do much growth customers wanted elevation and same it's kind also, pretty your those you you'll then versus evolved? market, the it's kind of in the a the Is can and That fleet up periodically is general small-market, something Where market business. a I sense. wallet. volume question large growth

things, speak to it. appreciate those If you I could two

Ron Clarke

good Both questions.

US. are that call got and $XXX in we the first cards size price billion $X.X the XX% revenue million the circa million $X opportunity estimates got billion $XXX the our of on on we've of here globally fuel in that one, way based revenue circa it So, and to market

got US we of the market TAM. about XX% So, share

circa other that if you And fuel are ours that in of range. think so will, or like cards, kind the universal similar we quality

again means on methods private or lesser a device. fuel So, label would fuel that other card are XX% card not as cash credit purpose we either of card, what a the good general called a call

think will, larger still opening, if to you that convert even down we you card right. XX%. is that is It's to our probably XX% to as kind obviously So, move right of market, and closer

again the issue not So, or is I and on second X,XXX revenues think, of that learning TAM, the then so the the is were U.S. clients question, up runway far key the we've got across, XX%.

say of over And get you lift against think base so, can that when it's rate growth rate that, yet create going to I we or of the the of our attach mid-term. meaningful and that's a to I incredibly to increases if XX% to client XX% lot XX% a XX%

growth say, couple this form the thing was as of part, So, going so years. get say clients and We've it two four I we about two Eric I that obviously over into talking to or could that in our it's for mentioned, got next thing a would XX% would the three been of have I points of core it years. quarter, like pretty growth now our probably see traction

Ramsey El Assal

helpful. Thank super That's you.

Operator

comes Napoli Bob Blair. with question The William from next

Bob Napoli

Eric Jim. good you, Thank and afternoon and Ron,

requirements that go Does fuel business pretty you there mean, And Is that the penetration feel then up much just you or like get capital I beyond what Just, dramatic a seems it all. like model Ron I per at the number. XX% the any change more credit do beyond to? product that think customer do what you have mean, and fuel. a marketed how on you with rate attach, can risk

Ron Clarke

is, super mean, don't answer obviously, short because days. it's early Bob, know, Yes, we I the

done to. underwriting credit again but seen try got We've clients the offered rate it you're that accounts. to of the carrying good credit risk attach it right the or call spend, your incremental of Our and yes, XX%. target additional to point, pretty on that a the we to is with And, because capital perspective XX% come to those internal already get does we've because

AP of one opportunity way the I clients' where again our bigger think relative place the our the circle of the purchases. clients is circle to fuel is

general it, we're with, getting versus out client's fuel call coming the of AP So, half purchase. half we're

Our XX client's guess general AP is the XX the to larger than purchase. times fuel is

think of I the can about of to think, companies, so tell you manner into we're the the only trying of structure And, expense we're we a scratching general-purpose ourselves offer controlled that surface again, just cards. kinds get. clients turn certain our amount literally and of If the products our of pick expenses I you, the and in AP not off

what number something So, a to and between XX% you say to opportunity is that the going to I'd higher is much we're continue work.

They So, making have on we this to it. the on I'd yet, answers, taking is, of like are money lots it. but we've all where We're you offer money now what going tell it. the got working, spending clients don't it's out another XXX,XXX year. They

clearer going to be how it's incremental revert. we incremental on as so And will and get just

Bob Napoli

a pretty And to leverage follow-up still Thanks. your just low. is the question

would the you You guys you back what year, the interested you don't are I mean, expect I generate where in stock most of you you obviously, don't, always if on expect. you're and know cash, to, acquire, lot of you areas in a do to the acquisitions, back half acquisitions working half? will do buy adding back

Ron Clarke

transactions on of lodging half They we're corporate question, pay. so four active and They categories. are on our now. working three actually of second in fuel, in are the or the Yes, three

times. of those So, Eric sitting likelihood obviously are at the two I transacting looking and

the the not more clearly, either particularly look guess, those we'll stock have if to relevant ago. if to a looking flow and deal our out we of things price, price, of be and But, we buyback. I clear year like And look position, so days part liquidity our relative Bob, line so our view did they as of our at or get those we'll buyback, market at like our today,

I think a $X stock bought we of lot of sure we back, lot billion.

buying So, kind our happen I really stock, buy performance, back we'll on buyback the our up year. philosophy rest stock goes deals we'll think, we capital stay If be that think this course you of stock and will and allocation don't of if deals that the stock. and probably our should drops less

Bob Napoli

you. Thank appreciate I Great. it.

Operator

comes Please go Turner ahead. question from next with The Oscar SunTrust.

Oscar Turner

evening, good guys. Hey,

just between payments and see teams the we different to a on Nvoicepay corporate should there you sales the go-to-market those So, first to question of existing degree businesses, for example, Nvoicepay three the is payments corporate integration products. talk deal. there Can for expect and about

So Cambridge? between Comdata and Nvoicepay,

Ron Clarke

it's again. Oscar, Yes, Ron

So, It's sorting still question. question. that good I'd very say, we're a

and the two, today, marketing of will clear you we sales group at a than on what selling the providing it offer the integrate or both the and payments takes look getting virtual outsourcing to either bringing offers I potentially that clients amount I'd number offer client, Comdata meeting sales model, the marketing are of and those out the offer obviously for the call it's number looking and say, XX%, Nvoicepay more a got full and XXX% and you've some So, the one, client, what corporates one a likely, two. offer card then business AP. selling got AP mostly core of XXX%

appointments more so product be and Nvoicepay So, that people be my the that second people. with field said, will we in guess create a XX pressure guess a the second offer what's could XX the and if bag, you that would setting

we full can that against pressure So, create more AP.

So, that's go. where likely we'll

Oscar Turner

and the competitive you're or what's advantage you more talk it contracts Can early mover That's sounds advantages a of an second is And some non-tolls. exclusive the helpful. thanks. on about and there. like with do in traction as have beyond gas see question you actually gaining QSR stations Okay, you market it of partners? tolls, huge Do

Ron Clarke

our super-simple good is here, it's question. I base. think, another client answer Yes, the mean, really I

technology at and saying, generally our his you're own and a gas owns about and popping operator the door a you're you few hey, five our technology and if your we to it. a talk McDonald's Eric proposition place say, you're parking zero we'll more merchant, we interesting payment his customers. and stations customers guy or So, he'll a That's a put or that knock up few to franchises, there and want tell million on put

the that it scale. fact was and the the that proven, in so we technology And Oscar, and base, can customer run

that food signed obviously the three think operators and biggest the three we we country. shown signed advantages and think fast brand. biggest two brands the We the everyday person, or in -- or I biggest two signed signed the fuel it's I we've our parking

tool. And surprise no we a unique pretty I think that proposition so bring it's

Oscar Turner

Okay. Thanks a lot.

Operator

The next Evercore Togut question comes with from David ISI.

David Togut

the Thanks, fuel and about card out? the congrats quarter. that didn't like ask hear Mastercard on I'd to I in you results. call growth the strong

Ron Clarke

in QX. and I love calling, revenue was I report, to that we're a why that's delighted forgot to grower say David, you it mid-teens

David Togut

have growth And Got look payments I'm that. two the curious BXB both announced earlier opportunity. out called it. and for year big as burgers been Data you have Thanks the that FIS-Worldpay Fiserv/First at then this

faster these you you your when you I think type through a expand look a see card both two threat? payments one solution TAM helpful at BXB possibly mergers, you or and potentially being and potentially do virtual competitive either as for as

Ron Clarke

acquiring the our fundamentally think, that retailers view focus world and at I would at that and say merchants. is I neither, is

so that business And and the are the and obviously employees is different. I just statement core game is our think business dramatically at marketplaces so AP,

how impact Now right we us. that merchants may much as but their seeing other exceptors on share than programs, kind this space say our too of of FinTech the consolidation to related and has I would card investors some react of not

David Togut

it. Got

question. revenue uplift most seeing are quick traction? Are XX% beyond per particular categories the there with final The a client that getting you're in fuel. Just

Ron Clarke

got Yes, so we've the list.

as related are employee there's before. So, as said some think we've you'd ads,

in then more business business So, vehicle the services. see AP the we of expense and like and construction traditional supplies, some we verticals, see clients maintenance,

to presented offer which So, add our how can not categories it. bit little looks expense in of incremental others again again, like and is kinds our clients certain use control a in picking are to category, they card we it's a card but our that to that it certain them an

our back clients. AP our fuel spend is to Bob's the question David, So, is and lot of earlier, relative that to spend issue a massive

much how want to we do the we thing, want stretch really, So, to that do right, deepen much and relationship. how

the the into thing wait to back. and look , try that at get bunch little to going and of and yields retention bit we're to a report rates buy So, more slowly clients a

David Togut

the on Congrats progress. Understood.

Ron Clarke

appreciate Thanks, it. Dave. I

Operator

Peter Citibank. comes question next with from The Christiansen

Peter Christiansen

Thanks for my afternoon. Good question. taking

the revenue or bookings to on mentioned corporate you've In past conversion I think side so. about in the roughly talked XX past payment you've the that. the months being

bring that you How have bookings will more Nvoicepay you sales production going this AP you improve this know, business going front you compress feature? us think expand with can on my are distribute from that corporate could solution. resellers, of, Now to you period through sense full to do in-house. payments think to the disbursement follow you And with is then or be, and opportunity Do give that the an to the revenue. a I up would

Ron Clarke

Yes Peter, it's Ron again.

no. question the say A, probably, I'd On

bit has of little because software some think file I incremental full and take XXX% the right, in and a complexity, the upload, bit a solution XXX% a implementation of doing of you disbursement the stuff. actually training of ways

a merchants and the and other more process super through to get mid-term the by vendor no, from we're even cards lot product, hard way, working will it's better redesign compress you're through Nvoicepay take or running same go, although, just the that so, six acceleration. point, are the to which And that, list it than of three but and say having we if create I'd months saying your are we which we revenue can on this going

mid-term, resellers the attacking one, business business, segments, direct lot a that aggregators said, like channel these partners, like got verticals, On for our run are we I I into know people and the people now, so we've pay the that right third much about size our think partners. second core the different a partnerships market, and attacking you reported the a is certainly And they're as think, before different like. of and And we smaller we through we big, rarely have. so we've because for in TAM It's corporate a big channel trillions. our

course any if games see more should the few stay and then you say now. years the add from will a maybe I'd expect So that different three four or

Peter Christiansen

Thank trends. Nice Okay. you.

Operator

The with Bank. Ashish Sabadra question Deutsche from next comes

Ashish Sabadra

Thanks.

ask you the me initiatives. you How all be, and help different help have over level. how that a accelerate digital the service digital businesses? data products, growth to the Let congrats to across to the thousands us would with the just much well and improve you initiative to of on AI about ML. then just so as just around just access understand the implemented information I big results. have higher and follow-up helped leverage your data data you Can explain maybe more a you customer Can buzz quite hundreds regarding that you year. all small want Maybe that does the plan solid add how you or last my have that just to strategic of Thanks.

Ron Clarke

Yes, it's Ashish, Ron. hey,

So, to times talked this and I'd yes, point, maybe spoke think, we I of that digital last we've one few so on a things. say front the the

is one client So, the UI.

new the we simple lots and here of investments design clients of So what made to both we the in conversion this call of now our and have hundreds recently in UI. thousands of brought

in client XX,XXX the thing with accounts a interacts globally, made over that's quarter. the first Two, done same difference signed we've so with massive new applications. way And We just the new in the us.

end-to-end we and put against application a And tech lot of implementation. call what we so

this acquire We'll all to the customers the in we in We've the client up problem. new we've answer and four to ramped automated legacy systems an app digital that the coming to accounts or screens. purely through United basically selling. are or that of three with filling a toggling completely compressing and back in customer sales, States website people taking starting digital. So, new call that new all use centers time try forth and Three, a question, XX% investments resolve XX% out to and getting right through all up digital. on now We're making it

Now consolidated four view agents service or we've unified same three or data customer can with time. stuff the from see at a got the one systems

like is, I of done to So, talk our stuff, lives we've think, but even question, data, about kinds clients that they this maybe the early automatically, take that big plumbing that and got done. the all the we're some make could do which pace feedback the think lot experience of of lot doing way get where Nvoicepay we easier that and in we've to they information certain On companies. time similar understand rest clients clients world service how the the is I'd the and to I selling of of around is that. kind obviously for approve sign second people's how up help we kind to an and information cycle other of we've what's a on take so customer would bench-marking on types as it, compare hey, nowhere repackage because We anonymous and don't benchmarking your this serve data for a say,

probably super not it's thought this to our back our information clients. some all value that's create of how first sexy, So, duper but to and take

Ashish Sabadra

can on base. customer same That's like data opportunity based products the from that Is the the generate question. you insights you help data the that into helpful. on an cross there Maybe just sell different

there customer into have to example, opportunity solution. sell a your full of full full AP that deals? Is you you For an stack card solution AP now for fuel

Ron Clarke

kind transition full fuel AP we see I them the thing we X,XXX runs to hey call afternoon that have the funny, up only AP. said, now on call they the full have down to to ago, wanted want bumped fuel a to about I company, introducing him all question our about was from our programs peak of buy That's walking for said, the We he interesting to Have way guy be card call used and asking continue solution that this month and served it just people that card if it first a the clients to had that, Ron. AP. thought the our the to into clients beyond I

-- So buy. I'd is there what people there that are opportunity say looking at

example, are we a products. buying lodging, So, of clients for offer our him lodging see lot we could our if

stepping of back and starting, we're just the Ashish, by product at products, like look I we've a looking together same So, cross-sell and of pretty at how think, we're now the product, clients and here in built to for we time built can the kind this. the various short the products company wiring period

use site just is we've on and so and the that we we're in to word the beyond business, offer you every already the doing clients and toll will, the fuel in more and widening Here if beyond got. acceptance what utility, really lodging

it's seem relatively may we're company thought, just a it's for still thought a but getting really simple So, that the relatively, it like started. new

Ashish Sabadra

Thanks again, again. congrats and once

Operator

the allocated question-and-answer concludes session. for And time call. today's This concludes also conference

have pleasant and disconnect may lines. You participating, day. you for a Thank your

Corpay (CPAY) 7 May 192019 Q1 Earnings call transcript