of thank our The and quarter the drive This your economy our followed by we've forward. the morning plans this joining pandemic effect Good you COVID-XX results, the our call. by in second provide going to CFO, our review Ron financial questions. morning, for on Knutson, challenging comment an in second March. U.S. will taken on followed economic sales earnings unprecedented I had starting actions will and quarter adverse detailed environment, a and that more
However, through this Lawson company believe will stronger future. storm, come this in the is a we and weathering
reflected sequential quarter following the recovery our realized May, nice quarter, seen customer categories, a of the revenues drop-off we a early second in have and in improvement While in most continued in our months.
employees, up maintaining this work customers, serve shareholders. the organization. the of our a continue acknowledge to and challenging didn’t the quarter during most and financial interests great how of remiss the was strength employees, allowed quarter. strategy position hard of the our supplier long-term our quarter In stepped team us our safe all of that was this of be while for a our members protecting important organization, while asset sacrifice Our company if support to all financial this the made example through and to working respect, environment ensure relationships, our customer I'd the I and
by benefits supply by sales and processes during to protecting this employing new sales our sources; We organization. their great long-term In the develop sequential position re-establish provide a believe market; Lawson sold will our the to environment. these into near-term our our have into growth trends to portion results Rapidly chain help modifying learned will deal current our working a future. future trajectory. actions, administrative managing insight of multiple all re-engineering implications, We PPE provide performance channels current compensation; environment, and and rep to
our first certainly As April quarter challenging. on we mentioned was call,
modest step-up between we business improvement a between April and However, June. significant May and another achieved in and more May,
costs will and evolved situation considering adjusted margin July X.X% achieved Lawson have increase in performance, for a in for pleased with our and comment sales the am achieved responded. also the quarter. quickly how We and June. Overall, to overall core results the more lower we impact versus business center business team more how in as of extent, rapidly to lower-margin percent product higher normal came to categories. a sales; in deleveraging the mix distribution shift and and a of of the freight XX%, signs at of costs board, fixed our XX.X%, XX% range we're our normalized over mid-single-digit especially response But Ron of on reflected lesser resuming seeing EBITDA detail. our to Across I the levels. sales Gross within
given term, risk the recognize to important is that the in pandemic. it continues However, this shorter
to value I more in our proposition of is customers' longer Over some critical now detail. our will becoming functional more the term, intermediate our to areas success. discuss
basis locations May. on majority customer now visiting is starting of a have increasing lines team did in order locations, as number the sales sequential the of the past. First, ship-to in they our The and been
continue to lines lines the example, U.S. April XX,XXX centers July. May, distribution in to per to day For per increase in and our XX,XXX lines from day shipped increased in
Our services customers are frequency the through of than as and visits more critical manage the pandemic. ever, our
that to teams distancing are heightened need has as their maintenance the productive base our within customer Social ensure as possible.
the highly machine maximizing we productivity. frequency and increasing their of customers enable efficient, up-time Given to our become visits,
been our back remotely of to office manage We have functions. also many able
pre-pandemic Our DSOs quarter minimally and are bad XXXX first back XXXX. debt to of levels the versus increased levels and
is teams an Our organization accounts well. of recovery. one receivable end signs perspective, have of great that this seeing processes market a example team job and many government of From has their done is our just the the managed segment faster across
K-XX contracts customers were and quarter and during the government, at of one due markets cooperative OMNIA uses in impact national pandemic. from budget oil slowdown general first purchasing organization was and at to and colleges recovery, military of the pools and pandemic obtains of suppliers. to for state, gas XX% and up It agencies exacerbated last year members the in quarter, capacity The by reduce large local public especially quarter, due and OMNIA, and motor awarded strategic In XX% an number of agreement largest are purchasing region nationwide, contracts bases of indications with down were April, sector running the our a over the showing best-in-class segment. purchasing with publicly-awarded is cooperative four local a Our country. a goods of cost accounts their the power we June, education, education versus organizations the public the the aggregating as June MRO the were cuts area group in ago. the strong A universities. year reduced services in by up struggled the for but for versus to state
that are And the during we up pipeline they has good customer anticipate growth one second that large our several informed of half from ramping large us of the customers locations. However, year.
we're experiencing customers company. account seeing strategic same that across our Importantly, the rebound are the
that business as higher with the driven activities, increased a at reported. classify recovered, quarter, is segment worked Our as during to up of demand we steepest as has lower-margin represented customers the traffic point, experienced business. to a continue about as are connected market customer steepest Historically, on well to and recovery, products that seeing These see miles this the Kent increases. and us decline, more an the of is supply we We Automotive safety more during did to the they X% quarter. for are business retail back our PPE as This Overall, normalized that strong portion to rise requests. levels. XX% have month-over-month pick
down in and For June. about in Bolt were have Supply the sequential quarter, April. realized primarily They May improvement XX%, sales
was ago. In fact, July sales Canada Western not sharply impacted as were versus a U.S. year was. as flat essentially the
branch required were to measurements. safety they manage comply government-imposed with locations their However, to
Our is under an team center in distribution extraordinary the operations job circumstances. doing very difficult
coverings distancing, impacted have face extensive Social and cleaning productivity.
our on sales trajectory. and However, to counts the Canadian to a customers. have challenge to the has continue DC and team increased along sequentially positive and reps line track support U.S. with risen sales,
our given may temporarily back couple bringing to part line of cost measures, customer as fill recovery the Illinois, volume, our into that the orders center. control operations I'm to we consolidated say You Suwanee, pleased Georgia, next on Suwanee weeks. back within recall will McCook, be of in line that we distribution our gradually
current less certainly been impacted, at After sales stands productive has sales our reps. XXX strategy but in rep some growth April, three-part sales eliminating count unchanged. rep positions Our remains
to environment. through area this a remains territory Sales key the rep continue focus productivity We sales add in reps pandemic. in even underserved
to sales with our reps' quarter, physically customers, took continue restrictions our phone, to Given ability the sales meet and early on and customers our actions we website. through the to in support reps email
we're back to developed, customers' the M&A get perspective, had into also we several services. ability provide to on quarter the As fronts. good VMI making progress more traditional From an locations
We to the that opportunities move discussions with strong quickly that continue allow to us our candidates, have on and a are when we productive maintaining structure capital fit will criteria. potential through pandemic focused identify
seeing. and they are me wrap that is on Customers Let as count. market Currently, regarding an purchasing the we trends positively market all as count overall across many prepared we're of segments. same previously. my growth discussed Line comments now SKUs larger month-on-month, piece were trending seeing we're up
repair down, is the less occurrence frequent. machine However, is time since utilization of the
and quarter new difficult the that time, will with we've optimistic open pleased circumstances. very to that under made are continue long-term become we we're and We very the progress accounts the for customers. Overall, these over results
has and team couldn’t we six that a ago. have tenacity months imagined Our demonstrated commitment
quarter strong, or been as this the challenging, than While stronger, was will we certainly we entered. pandemic second exit are confident we that
Now, to we'll over Ron turn it for details. more
