USFD - Earnings call transcript Q3 2019

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Operator

Ladies and gentlemen, thank you for standing by and welcome to the US Foods Third Quarter Business Performance Update. At this time, all participants are in a listen-only mode. After the speakers’ presentation, there will be a question-and-answer session. [Operator Instructions] Please be advised that today's conference is being recorded. Thank you.

to call like speaker to now Ms. today would hand over the your I Napier. Melissa ahead. go Please

Melissa Napier

Thank morning, Grace. year you, Good XXXX quarter our conference fiscal third call. everyone. Welcome to

CEO; your questions and Dirk XXXX. months provide provide today's conclude. Pietro your call the Joining results on of after We'll will and limit remarks Locascio, the third Please me Pietro Satriano, fiscal quarter an for and our our firm, CFO. prepared our and to name, our are your for question. one update take Dirk nine first yourself

During comparing same today's results call period and third the unless otherwise stated, to XXXX. our we're in year fiscal quarter

website. release accessed slides Our earlier and morning can issued on today's Relations be Investor presentation our earnings the this of page

will financial is XXXX third will we Group Group. from end call, this certain quarter. from acquisition to date on contributions exclude through was the today's Food results. XX, our results to food during group the and companies, of organic SGA's closed Food included results as in The Also we financial of Organic refer which refer September

our addition Form the historical potential In statements. differ materially which made or in forward-looking in expressed statements. filed implied certain during XX-K Please could these to review statements actual SEC factors risk for are results to call with the today's information, these cause considered factors latest from those

refer to in earnings GAAP financial our I'd remind comparable the today's non-GAAP And we you certain to release. on like will All during press schedules lastly, included the reconciliations that measures. are measures most to call,

back over call Pietro. I'll turn now the And to

Pietro Satriano

earnings results. everyone. an two to overview and quarter of good Thanks We'll slide begin quarter's morning with our this on Melissa call third

of this to off Food completed a with good also I'd Melissa the welcome Foods. Group are us, take behind start. the opportunity US The as Group and First, like to associates our integration to efforts X,XXX we Food mentioned, divestitures to the acquisition

by and volume consecutive X.X%. for expanded to X% growth Our case quarter deliver was organic core profit independent XXth both while our for the led growth of growth. business the quarter. continued organic X.X% restaurant Case levers was operating We growth

quarter, and full in performance case main gross per freight year expense were $X.XX. brands contributors in profit expansion, our private this remains exceeded profit per case expectations. strong Growth to while the by case In gross line distribution costs per with the operating

on Group the included focus help we of growth organic growth X.X% weeks results. the profitable EBITDA of into Our Food deliver or X.X% two our adjusted when

and organic expect Lastly, for adjusted we fiscal X% growth guidance now are to EBITDA deliver raising EBITDA adjusted XXXX. our

let's for three, look slide to our growth at Moving now quarter. closer take a the volume

XX As up points, total organic the organic was quarter, restaurant growth case driven mentioned, of I X.X%. basis by growth for independent

to slight We down. this Growth first with slightly solid, a from the slowdown albeit independent half. industry down the selected combination and attribute of in a was restaurants markets slowing

quarter our we to fourth growth guidance expect this line to X% year. to at and independent of be restaurants in the of volume X% earlier full-year results QX the gave We midpoint results, for be with

the expect roughly X%. Technomic's we grain to to strong, at continue share for outlook Our and while roughly market recent independents most growing twice of forecast remains profitably market the using

quarter. healthcare for three, XX points and volume was basis hospitality organic Continuing slide up the on

flat fourth for the growth slightly which means Our was the growth above the customer that impacted be large in quarter, quarter by will X% during around of the a loss hospitality for year.

pipeline customers we we customers position good confident to that, the in group our growth improve healthcare and that this many us strengthening said leave and in with feel continue hospitality Having will about of years.

report was other in down of the points, same-store that Box saw growth with customers organic QX, group this all for decline we volume sales quarter. consistent Black of discussion our basis in XX Last the with for

in chain delays has minor business, some shipping. business new some not We that also onboarding experienced

And growth no for we year. so, flat competitive environment the the growth remains quarter fourth horizon the Overall, do full stable. and positive change case on the roughly a environment, as the for see macro result, and expect in case we terms of

independent slide to turn four, now resonate our is profitable strategy Made Great Let's growth Food. our demonstrate continues does restaurants with to customers. with Easy. that

So, I'd on on a to minute update continued take like you to innovation our front. so or that

We of of site. on than XX% now restaurants pillars on side sales long-standing independent through sales with in our the and total innovation have e-commerce our product the of page of start strategy, left-hand update XX% an Let's more the e-commerce. coming

to US indicates Foods' that differentiator for that Recently same believe continue We and completed research technology that customers. with And and we that in our key to easiest online grow the that tools continues in remains weighted ordering advantage industry. ordering online us. be research importance commissioned a use to competitive indicates

platform to new private Scoop us under serves as launch brand. for high-profile a innovative products our

such operators dining, consecutive If on-the-go compostable was containers, XX%. on of focused the products if rate demand with to This you for third meet recall, trial trial growing the a our over and deliver of innovative Summer was a help and lunch our products takeout as that rate Scoop XX%. exclusive

with Scoop, launched foods pioneering work respective the Chef their cuisine. we developed products which flavors highlights were Fall many in in Our and September, in know and global of collaboration for

a our of private per expand points from as And basis sales net a came this approximately sales In of private net at year. brands products. finally, XXX of dollars quarter, we rate brands continue percentage to XX%

Food. complements of to the right-hand more Strategy. an our Easy. like where on update side page Let's our recent move to Great approach create I’d an efforts to Made give this omni-channel that

Pronto, are Beach. more trucks. like urban straight are which sizes larger in smaller requirements vans dense uses that trucks, jobs not customers Pronto Pronto areas. easily areas able to dense and these meet for with reach serviced crowded around us to smaller And in areas allows allow the easily maneuver us to Miami

is restaurant new markets. independent Pronto helping attract, in these us customers,

expanded results. we with to try now XXXX. service expand Pronto, to new XXXX. We've continue in in markets from to Pronto XXXX. pleased in If markets you three And remember, the to eight we We're piloted

This is provide. of US nationally to local Second, our Direct in in items XX,XXX to platform. products, with our goal access rolled Customers non-stop to customers categories And aisle vendors in are provides add August. that customers DC typical and independent to the we this endless might access Foods to warehouses. addition, our which out an XX,XXX can to is continue

directly Customers like is allows because And the the shipped us ease-of-use. a their regular more the to it with locations. distributors. no-touch like orders model, drop They effectively model compete can that in specialty order and we to which

retail of wallet with strategy our increase customers, to share locations customers. of leg third CHEF'STORE, while is, our us our The omni-channel allow reaching existing new channel. also cash-and-carry These

Our that With I'm high-single only it's but have Existing from original increase stores their been open planning while same-store purchases success, show from four now in prove footprint, five. the are us. stores seven to years, delivered on continue the all newest of our increases digits, our this to channel to we're this merits approach. coming of which omni-channel this to the slide years. add customers, not in continue

no XX move in the to mandated of in and customers This to of Fargo We from completed completed X,XXX over the divestitures acquisition our the able Group service notable that in successfully Boise, mid-October. days facility Kent, and disruptions. the within facilities means Food three network, September were with Kent we the

for well of divestitures, execution innovation arbores ahead. these that work seamless lies A

efforts. our early off are We start. stages are a of in we good the integration And to

converted Northwest fiscal leadership new Our Group have to calendar. in the is And Foods place. financial region team we the systems Food US

in and setup systems, completed conversion customers process. Food our the also in products a are of Group We've step key first the systems which

few next re-branding of best-selling of completing building region. including to that will in the the in months, customers and products Group customers Food focused on associates facilities our and a excitement with efforts Our launching be alike, and some fleet school

We'll progresses. as continue you to the update integration

for Before begun about replacement. I his like our over have had we few moment. company did to left call talk chain a that, the search communicate chain weeks I'd Dirk, the ago a We to for supply and officer to turn supply

is will us, prior president. sales brings VP an and Field for roles was reports my and president one the On a basis, manager experience as with local reports of years got Jake the direct division responsibility he and And him. interim supply of region Nick, assume to including chain XX of P&L Operations

presented team and the growth. to levels We to perform continue roadmap months supply committed the operations, as already we Mark to Service year, last continued roadmap ensure chain we few ago. a will And that remain that the evidence Jason customers to with above progress. make continue really

our now results. down turn to for of our the walk a call CFO, Dirk over I'll financial Locascio

Dirk Locascio

customers growth. the our good and Pietro continued we with you, grow Thank morning. and third to quarter, target produced strong earnings we In

basis with which twice grew points. rate. the quarter restaurants noted, Pietro case growth As independent for growth market XX was organic is X% total total up organic X.X%, up the approximately case We

a of continue the of higher-cost wages adjusted to and of operate strong have X.X% environment, for quarter. EPS portion higher leverage, a initiatives continued offset adjusted but operating and XX.X% this expense distribution expand to resulting have with control We in our organic in EBITDA our growth able been to the diluted growth

$X.XX contributed Group adjusted our diluted EPS Food for the growth The approximately quarter. or X% to

business guidance organic the range resulting raising our a we're full $X.XX. $X.XX new end full range our growth lower adjusted $X.XX to diluted adjusted raising guidance the by year of performance, EPS and result to year a X%, As of in EBITDA of

X.X% of and the tailwind inflation the sales growth. third the broad modest quarter based addition year. categories product from year-over-year six, case X.X% to providing Group product remains We contributed billion, increase gross The across profit prior was Inflation an X.X% multiple while dollars. and in were slide manageable On of mix quarter. a Food to experienced for X% case net $X.X growth

billion, strong on over profit this increase adjusted a increase GAAP year quarter. period On basis basis. a and profit was $X.X slide again we seven, X.X% delivered Gross X.X% results on the prior an gross

on basis an decrease gross both profit As XX reserve. an on This year-over-year XX.X% the prior was GAAP a points with than larger to percent basis lower sales, our the basis. is in lower GAAP in period of and basis a LIFO change adjusted basis year XX adjusted results unfavorable and points GAAP a due

in XX we items to profit with point case. sell is gross The on margin adjusted amount decline the dollar that gross basis due per inflation fixed

for impact been basis the these margin profit margin slightly for gross margin gross amount up but of items, quarter adjusted rate inflation for we inflation have on our same on approximately the As make the The points, dollars, quarter occurs not XX if can was meaning would gross inflation. compress. of the

continues of reached of also net approximately growth Pietro freight discussed. sales XXX performance previously third our private as profit gross And Our we private be brand growth brand mentioned basis optimization growth year. driven XX% points our quarter as to by and the continuing in inbound per

to a quarter by year as on Moving now expenses the million percent increased acquisition-related operating and increased Adjusted prior X.X% slide year distribution from prior million costs. sales operating decrease quarter driven expenses was points. over OpEx XX%, $XXX basis primarily to of XX and X.X% of eight, the $XX a or higher

Adjusted product inflation operating -- sales as XX percent impact the on basis net points without of private expense have a increased of would approximately sales.

tougher see a fuel modest started While to manage environment, costs we in fourth quarter. basis see reduction modest year-over-year to continue fuel a favorability supply in to we a chain to and expect on a in operating the through continue

Our initiatives of progress. consists and supply chain which to delivery several continues map road warehouse productivity

improvements continuing believe our one, with and supply continue further of against to the our the goal embed to improve we chain execute operational map this right improving road continuous is operations. efficiencies We to in strategy and

consistently On leverage expansion The improvement high and around We're two in case operating quarter operating over our gross single-digit case the which expansion our straight slide fourth leverage. profit in the on OpEx per of our for an case, we're quarters is drive our first year. $X.XX year leverage. per work operating of to doing the was for meaningful continues nine, gain

Food the profit the a expect show results, Group moderate small per do for four decline we incorporating our next case a begin per gross improvement in into we OpEx quarters. and case As to in

the EBITDA margin is Group's Food than recall, you If lower adjusted ours.

synergies the margin We time implement improve this to as previously discussed. expect we over we

on now up $XXX and adjusted year million, XX, period. I over up adjusted EBITDA the over X.X% was $XXX X.X% million, year slide the organic was third am EBITDA quarter prior prior

adjusted sales, was an prior the of XX basis of points increase percent a year. As X.X%, EBITDA over

had adjusted to the the grow share than adjusted or EPS positive as increased Group impact continue EBITDA. EPS approximately mentioned the strong quarter diluted $X.XX adjusted per faster Inclusion to XX.X% for $X.XX diluted we for diluted $X.XX EPS of quarter, I as Food earlier. Adjusted on

reflect and from As we are we're numbers comparable EPS highlighted excluding this prior adjusted our years on now to number historical diluted September, basis. intangible and a change in have all also amortization revised our ensure

full yield includes existing amortization. year tangible For XXXX, a

Food the from amortization is million. roughly $XX the Group acquisition excluding So

expense quarter in charge, addition the income expense million GAAP right, tax prior on result year of Prior third adjusted the the allowed as LIFO income due and year decreased income current far X% finally, Food a net expenses. GAAP a decline of XX%. Cuts $XX And one-time net and tax deductions primarily Act. is integration-related Group under net to Jobs The higher increased while lower was Tax

did repeat Turning a now operating net million that $XX related million the of first not improved year and million prior XX, discussed cash the in slide with we contribution to to cash months results. operating compared increase $XXX is on for last to but year. flow debt combined of $XXX the XXXX pension The nine was prior quarter, flow

flow, business debt finance Our incurred from acquisition. $X.X billion to ability supports Group deliver strong which cash the to to our operating of continues the Food produce

of quarter the $X.X from Net debt of was Group. the acquisition $X.X billion Food an the at the due end the to of increase end billion, XXXX approximately year

quarter end net ratio of times. the third adjusted at debt Our was EBITDA to X.X leverage the

coincides two leverage we The presented Food time the the the on EBITDA which adjusted Group slide of Food weeks of XX for in quarter. of the includes owned amount calculation Group, our with

do Group, XX the been would leverage trailing to the were X.X calculation you approximately If for adjusted with EBITDA ratio months same the have times. of our Food

to and three continue the prior to operating leverage solid to delevering a based we expect we'll ratio to XXXX, demonstrate As a cash of approach reminder, end on our disciplined flow. return to times

to expected Now to and XXXX growth before, EBITDA Group X%, Food Adjusted X% our case expected be I mentioned as X% is to is year growth and moving be guidance. to full between slide X.X%. of with XX, be we expected now update inclusive case organic fiscal Total X.X%. growth

are I as And we mentioned, X%. organic adjusted EBITDA our raising guidance to

diluted raising $X.XX, of EPS range of end lower a adjusted resulting our also We the $X.XX. new to are in range by $X.XX

the shown to to guidance are Our And and amortization, on additional includes debt, depreciation the expense interest our updated of is number, are to guidance now and Group changes of the related inclusive acquisition. impacts. our also and million $XXX Food CapEx the Group Food related slide,

our we summary, for with pleased In are results the quarter.

our commitment double-digit profitably business. Solid adjusted diluted growth EPS of organic growing growth and EBITDA the X.X% to highlight

road rate, successfully faster the restaurant the while We operating executing our Group. volume in environment, continue and to grow independent map than focusing challenging a integrating same on the chain supply market at time, on working Food

now open I call for to and would question like the answers.

Operator

Instructions] [Operator right. All

of Your first John question comes from Ivankoe JPMorgan.

Your line is open.

John Ivankoe

Hi. The this unevenness some this of, quality, your may especially terms that at quarter. credit happened of particular. in some have is you. regionally With on, overall independent in restaurants in question may restaurants consumer just terms past this think, past Thank quarter I of have point happened

signs to to see with salespeople, to independent beginning see forward? you signs beginning of account of your Are be any all you in you terms going are your credit stress Are of careful stress any asking of representatives more quality? in restaurants of, credit terms at

may late-cycle that Just signs of for from look customers in follow-up. credit trying your noticing of to of be some and worthiness change I kind perspective a have a terms you

Dirk Locascio

Good This I'll take that. is, Dirk. morning, John.

the So, a overall significant environment. credit change, not in seeing we're

And time. to we opening that. do point and see any do You at are in restaurants that closing have continue

credit is from And process perspective, our what process a -- robust. quite

the far change. timely not really our change while effective So, as same to them by space. in so approvals, overall, process we time of to to a We're serving not that customers, reactions a always as big manage trying there's having that do have lot through at

John Ivankoe

directly going of then manufacturer? are via an ship, announcement, terms And or you. which in and point. from more going products where interesting those like is be does first of to the Foods to shift Thank Direct, kind US marketplace you drop it Okay. a the be FedEx. look UPS secondly, That's products going be to less the are Are

at not restaurant to of it registered broaden would to customers? sense point consumers make larger secondly, some outside or And overall your

Pietro Satriano

good analogy given a terms conveys broad delivery the attributes that to got assortment. value direct a in good think describe of it's what because think is. I proposition But you're think we're We word it. chose business, marketplace the or of direct implying that that I that is I So, a kind in

In terms to of can always expanding want it, that we meet promise -- started independent make the we restaurants. promise sure brand we and a

would other have markets, before own four environment the would And to we in that year last restaurants consumer. this still within we we independent to extended I’ll our haven't that customer roll honest, prototype We now out be we types go contemplated first. we’ve

John Ivankoe

Thank you.

Operator

And line Christopher of Mandeville the question from from next comes you Jefferies.

is open. line Your

Unidentified Analyst

is bit mentioned? expectations? How Hi. the Blake is wondering much a talk on lowered the into more case much due to for you with chain you then much you organic hospitality is This that And accounts, just that? about some why mentioned Chris. Can How delays factored to your loss how growth customer that I'm little you of it? due

Pietro Satriano

Sure.

So, mentioned one a obviously this in for unusual to the hospitality of categories I play. is which I as -- part all segment us Blake, think loss had the the there's customer significant

has we and QX, end proposition. lower If we’ve talked very We hospitality of to guidance but healthcare good think value unfortunately -- back about in we the training close we have I feel that you set look and about the still us were this at setback pipeline back were X.X%. and

feel be really now; in referred On shipping terms are board. differences like the we based the there's to, And is when come should timing customers on which we positive customers always we we're complex all of Onboarding on in in you territory process that feel some side, that QX. there. other that a on track

change months is for really as environment in the up right or feel that could last we're you that saw few it's down that But bit year. we little only and The been worse than for the was a which impact the track. on factor

thing folks those the that considerably is the are more customers not worth exit reminding within segment us time, only attractive than of of board customers. pool customers bringing we that other on And the average the over but all are to we’ve

that looking now the a are we kind of yielding for really is about couple optimization that we of benefits customer years strategy achieve. So, to talked

Unidentified Analyst

it. Thank Got very much. you

Operator

from Bank of comes question Sullivan from Marisa next Your America. the of line

open. is line Your

Marisa Sullivan

and for see could Thanks And Good on case may could a exit imply maybe quarter. trends? touch sound trends of quarter -- of continuation wanted in morning. it growth and taking you fourth for comment expected quarter-to-date if the little the question. choppiness independent just on the I to rate I of the XQ like your for outlook bit kind think a

So, if Thanks. bit give could little on a you I that. more color just wonder

Pietro Satriano

Yes.

we I sit So, expect be on based third we this with fourth now. think the line where to quarter in quarter

think terms of might couple the be I that. a of words in that add maybe informing on trends that

from a independent think positive So, an very thing it's I to for the restaurants. outlook still remember external perspective, is

factors underlie at If that's home, food consumed continues at to I away gain food you that to demographic consumed look home. at look like from from you the stomach that share say as

unemployment, food We expect is cross environment the And lines the prices positive. year macro and after. terms or of to next year those two very disposal [indiscernible] in

seems basis with that I Shipment outlook in half line by versus don’t of data, about the call, on second its XX you lowering talked remember know first points. magnitude. order half industry the if for I about Technomic Marisa, last

very So, environment still From very, perspective, there's a little it's bit. positive.

value few a portfolio customers performing end, -- kind always talked and have That's quarter as from and of third take of step-back, performing and look always We a that's be less particularly business I all of consideration. quarter. to continues we But and the into resonate. at to with normal that kind about our geographies, step-back callings why had better geographies we’re proposition line few we’ve we a of the course we'll in

Marisa Sullivan

what just I implies and that quarter. I could would to think an Can the more you little give take a detail on be? the bit that's that fourth And acceleration if main in drivers growth you of organic helpful. you, EBITDA of a the Got guidance,

Dirk Locascio

Sure. Dirk. morning. This Good is

for look you about talking quarter when more and we with the where year we've X%. line with where So, actually are fourth implies organic, been at year-to-date running this in the it’s

Marisa Sullivan

drive guiding? can just then, Got that it and about what or takes it. And you're higher lower would talk what puts the than you be could

Dirk Locascio

Sure.

I thing remains I main operating is, would Pietro tougher I mention, found think has that fairly it been probably environment out think made the as call the we although stable. environment a

higher Our at stabilized a level. turnover has level historical albeit than

really some would that this would factors that as or think be or more far than fourth impact nature pretty with focus we areas. of our quarter. the consistent the internal more it probably environment And it that macro So, things as initiatives our of

Marisa Sullivan

so much. you. Thanks Got

Operator

from And question comes Jeffrey your next from Barclays. Bernstein

Your line is open.

Jeffrey Bernstein

very much. questions. Thank you Great. Two

similar? your to outsized it to First customer pushing leading pricing success assumingly if one know maybe in everyone's grown it were just on accounts, or having growth. Is you I you success about lower the independents, share the and prioritize with pursuing group wondering think at kind accounts market. your these is the pursuing independent do service the you're factors you're just peers I'm target with Why talked broader more are gaining you just and this technology? the this having rate better gaining the or of But twice similar leading

Pietro Satriano

Yes.

the it's think very lot underlies I the folks some that time of other gains which the first that So, impact is that -- we're fragmented you don't industry, So, know concern I fragmentation. having of think a because question. having fact that right? a of I we're some feeling that

why you a That's scale. many ago it. down outstanding path value terms for what's product brought about innovation We’ve leading if spend the It down minutes this talking our In few an really growth? of to proposition, gets to years technology.

or that to in We of continue up cover terms how or shows those propositions customers. products evolve how value to customers technology we

to our focus and than today. what than for sure focus excellence higher we're used even is the we I'd past, think in is term growth, the primarily for always make on achieve then on what we're returns We mousetrap, we that outsized responsible strive higher seeing. the can And sales I seeing

Jeffrey Bernstein

for question was challenges maybe on see seemingly challenges completing or we Got not that And the just but to then the the Foods Group acquisition with delays maybe environment. maybe M&A, I'm sizable for or regulatory whether acquisition, it. aggressively large-sized Happy complete, acquisition not, that. other leverage for it. currently, Whether looking Or enthusiasm future, the outlook other your acquisition? pipeline or your temper levels you're your wondering, just similar-sized for

Dirk Locascio

on larger So, broad acquisitions. the line

we also SGA, So white said as and filled before, was our had the the Northwest that in top West. we choice. the main And space

So, very say to very I just that. have pleased and we're happy

We are integration. so close able work the now be and to to on

any I as other think and larger outliers, least other into successfully far at business. will not integrating that Food is for focus the our Group more attractive. really the I'm But our the -- be near-term sure as

our where And tuck-in part it's on space filling our the being of about produce M&A, selective in that things and would in of then, our the the certain very around where be around, some meat areas it white more business.

So, be will of alongside successful we'd now would that that but, where be targeted the be fully out the integration. that, game we

Jeffrey Bernstein

Understood. Thank you.

Operator

next question from Kelly the line Market. Capital from And of BMO Bania your comes

open. is line Your

Unidentified Analyst

quarters? much play How we to some And investments improvement also Kelly. in labor? technology just several on forward. have is the, heading in see efficiency that see I and last other areas question the if made over that that you that see Good market the are going of this Steve labor about morning where start and your any impact guys of on you for view the

Pietro Satriano

a later is still the labor perspective Okay. his what presume And that Dirk the distribution. alluded this the time years. Thanks. from the labor I in operating we've outside comment, fact Look in warehouse to much very compare the of that a labor I -- and environment challenging -- prior think, experienced

experienced. have that at, look tightness rate a experienced. And labor last the of year. increases, the higher rate than last year result higher year Wage at we rates that than we've rate year, last and as we've prior gone up wage If

to stabilized strategy we've is, make our strategy Having look said has that, our got turnover adjusting to expenses on when in operating a wages had terms mitigate environment, that. has continue place that probably gains, still turnover, we that and of at in to an impact and

in of why And that’s We two that is an up, result also staffing are really over in time behind turnover that’s that because staffing on position why well of you staffing. is impact fall in is as better if as a ways up. terms matters and

staffing one are progress. from in presented Day in From so position, you technology perspective we that our perspective the a good the So making Investor probably is, a best about, we've that we a technology been while. asked

we one-fourth our that We're pick goes deployed talking about got to We've are the the technology by that -- now. DC's which the selectors our from products about customer. that right in of

onboard the selector matters track had like on the and to So, terms we're the new of it specs. reducing for to impact the both on which have and terms the of customers again find level reducing we're to we'd ways time in turnover, if service accelerate in that because you very pleased of with

biggest And rates effectiveness the can focus I workforce. across think the first environment company. local was on was third impact that was with continuous engagement really that your We've the thing, of on leads and high a rolled efficiencies the -- about over have And driving I to out and that fully the now would our creating hit, technology the and first improvement. kind long-term the the talk retention second

Unidentified Analyst

any responses could change been Thank completed but I about some the you've you so its there you. in follow-up. any if of just That’s quick you you in talk then competitive since days, And the that made markets acquisition has know last where seen very a or early helpful. month SGA deal? the the

Pietro Satriano

the far is haven't say any so seen like period so we competitive meaningful that a environment. really there of we're on know from extended we approved. focusing change is is What in transaction uncertainty since the comes more getting closed always You I'd that this

growth And in successfully innovations and move the so excited we case And have to and we're that bring we're that business. up them growth pleased and product the some and business period. with Foods how into held also further now extended those and business tools of forward the helping marketplaces well during the US that very Food accelerate to Group's bringing

Unidentified Analyst

you. Thank Okay.

Operator

from And your Wells from question comes Edward Kelly next Fargo.

Your line is open.

Stephanie Chang

This Stephanie first of question. for ask is for you guys. I give Head your Chain. wanted This is could to color Is Supply about you my taking Thanks there any Ed. additional on it standpoint know strategic expect an his departure? from or to anything there on that long changed should How replacement? either And find we his like you is take that’s will operational about?

Pietro Satriano

the additional mean we Stephanie no there's both road of his good gave against news continue improving good about in terms in disappointing. provide. really what processes talked that of of of So, fundamentals we like to is in key small prior question routing that. was that can ago you on or of we terms just our some call XX the presented also The color the an I progress in I months departure in technology. map terms terms make that selecting then we update

in have automation, dedicated actually automation exploring got past. in the something now didn't And then small long-term a to we've lastly team terms of we

the supply good. him feel we’ve We roadmap, how the rescue terms that work feels with -- road we talk that of of are existing we map the road with roadmap I actually very continuing works the to from to know, the So, role, Jay that familiar very combined and -- the but because strategy team presented team as pretty his below is much about people staff. map so in you or chain the the

replacement to So, typically and these to months nine it's however our going take months take experience. a six in to long suitable find things

Stephanie Chang

on just gross dollar And following you. Thank Okay. profit growth. question A up.

you contributed? also there SGA gross margin but impact EBITDA I standpoint know anything about share impact just profit their inflation. standpoint. curious for on any from ASF off on the mentioned from from much an or First outlook how your can is you any And color

Dirk Locascio

Sure.

about So our case so gross impacted for each offset. OpEx profit the per quarter, it and $X.XX, by

our two you against over impact with wouldn't longer on I impact weeks no like I leverage. thing overall take the would term. that The So, extrapolate where and up end this caution that that is,

we of we'll we more it on And negative gross a margin, we guide XXXX, we expect about. profit mentioned the improve synergies their go about time, talked as As case OpEx. to and I we’ve And in EBITDA properly I that lower as because over of reflect there. as the into in margins impact that integrate have would bringing EBITDA that to impact our we then to per talked as forward fruition expect them

Pietro Satriano

ASF some quiet closely. an that And any some From you there I perspective, know broad-based continue, monitor we point, would at haven't us seen expect we expectation is this to inflation. if of manage over we’ll occur, that inflation our months next and or And through and we as the work six that. potential customers does to that watch suppliers effectively with so. closely more as

process positioned a with robust our you I as through sales. think important result a And learned another thing ASF like deal perspective, avian on the a things years. flu customers things we number Guaranteed worked that happen anything as way us Supply may better communication working and in we to know of with that is impacts Agreements, from past with vendors an

the protein to inflation because of menu as case in also, as it’s we like switch a then far our protein working sizes. more with talked that flexibility particular as that their increase see past, reformulate is level in about have do in we’ve and different to should products, and the when recipes positive portion customers customers one And

Stephanie Chang

Got it. Thank you.

Operator

from from John Guggenheim Heinbockel comes question Securities. next Your

is Your line open.

Steve Forbes

the COGS Group on through Steve start on to I to John. cadence is Forbes timing whether for This we’ll the expect model the touch wanted be When components. Morning. recognition will you and acquisition. flow see and between SG&A synergies from the of the of Food different those

Dirk Locascio

Sure.

this So Dirk. we'll is --

show begin in for provide include we the outlook XXXX. to when guidance synergy our up we'll February you’ll see XXXX. And that in So in

that think come on of kind to that. I more So,

cadence I from so again, -- cadence the about on. goes this think as yes, -- we'll talk time more

a some little count about the come than head a in talked more But COGS of past. that's conversions will of we've because in to tied number some that IT of the the the pieces sooner again that

our years, multiple talked and XXXX over more happen we’ve in come the it'll is, guidance. give as to about so, thing we past other on the that as think I

Steve Forbes

or as one-off you. that Is there is you other that read-through healthcare accounts a the some account situation? a maybe with follow-up see Thank Then Great. just risks account. or or any from

Pietro Satriano

always to there that with losses. one, you’re going So, wins have some is, and

in I on this a that. And size haven't -- anything loss a not number of to years. We there's read-through had of it's think

with this. and both type. well-positioned customer this very them something with tools still we feel time grow the hospitality feel like from and and the do that have bring time to from healthcare very our ability to to base customer We value still And economic so that about with you well-positioned our

Steve Forbes

Thank you.

Operator

question your Rebecca line comes And the from Morningstar. from of Scheuneman next

Your open. line is

Rebecca Scheuneman

you. Thank morning. Good

process that side. So, SGA with from during retention were mention pleased and you approval did that client the you

integration I'm the holding away we're of purchase into to acquisition has are maybe nor previous that a getting with And they just disruption patterns? avoid portion of wondering seeing shift purchases you steady are kind clients now like closed.

Dirk Locascio

Sure.

I customers to more few transaction. own the not is happen using to experience back, was opposite going either So, diversify our badgering what a see it'd prior knowing we will actually be think tend years a think, its I we're to

and post early about, accelerate trends we've well now especially Group balls got product bring the from innovative so case in part now and coming really team technology the will happen accelerate talk which and to Food that Food too And that a growth positioned very Group it's continue growth here and we to is up. really base of all markets as strong close. But to the

Rebecca Scheuneman

Okay. you. Thank

Operator

Judah And Suisse. from Frommer we have Credit

open. line is Your

Unidentified Analyst

also going? I conversations vendors initial and early your are know technology. the relates having And Judah. private could my it's to with reaction, us question. update for on -- it as This you how Thanks. Hi. [Indescribable] label is customer for taking if Thanks brand to access but your for especially

Pietro Satriano

Well.

Let's you, very say, let like it is on. it's early I'll

some as an the to this something of on locations bringing So in off is example, calendar preparations them technology financial cases, hours. and other carving many and their like than of our converting e-mail

some lot things. customer pleased those there very from seen success but haven't We're from perspective, in yet. So, a a strong they we've

comment So well on, as early forward. an to to go does But be for with integration going. from how scenes pleased behind very We're perspective. we more the it's I on us appropriate that'll think those things more are

Unidentified Analyst

it. Got Thanks.

Operator

from And a have from follow-up America. Sullivan we do of question Bank Marisa

open. is line Your

Marisa Sullivan

in follow-up. squeeze a Just to

touch markets think terms you're of you're in with like and share want overall growth, what the there's versus Pronto. you now what Just Do sales us you're could able you on business. margins the to seeing kinds to able anything in to of Thank you.

Pietro Satriano

best number the do we're to we're why market. we're both in pleased perspective. markets And expand with and with, margin to I the margin from can pleased the continuing -- So, are pronto. served the Marisa associated that I that's say, we're of and the first incremental is sales mean But sales

Marisa Sullivan

Thank Okay. you.

Operator

further Pietro questions no over call to And for at be back Mr. closing the We'll this comments. time. turning

Pietro Satriano

you. Thank

good And off I all on close So start. to We everyone questions. hard acquisition We're of good of associates our summary, you Thank these a us like to to closed work another make by the and quarter. commitment we across great have company joining their and Group. Food In morning, thanking day. The possible. results whose for this I'd -- pleased like for a thank had the with we're

Operator

all gentlemen, for this joining. call. concludes and Ladies Thank today's conference you

You may now all disconnect.

US Foods Holding (USFD) 5 Nov 192019 Q3 Earnings call transcript