Motorcar Parts of America, Inc. Price & Performance (MPAA)

Thank you, Regina. Thanks everyone for joining us for our call this morning. Before I begin, I turn the call over to Selwyn Jaffee, Chairman, President and Chief Executive Officer and David Lee, Company's Chief Financial Officer let me remind everyone of the Safe Harbor statement included in today's press release. Private Securities Litigation Reform Act of 1995 provides safe harbor for certain forward looking statements including statements made during today's conference call. Such forward looking statements are based on the company's current expectations and beliefs concerning future developments and their potential effects on the company. There can be no assurance that future developments affecting the company will be those anticipated by Motorcar Parts of America. Actual results may differ from those projected in the forward looking statements. These forward looking statements involve significant risks and uncertainties, some of which are beyond the control of the company and are subject to change based upon various factors. In particular, expectations about anticipated future growth and opportunities with customers may not be achieved. The company undertakes no obligation to publicly update or revise any forward looking statements whether as a result of new information, future [indiscernible] Or otherwise. For a more detailed discussion of some of the ongoing risks and uncertainties of the company's business, I refer you to the various SEC filings.

With that, I'd like to begin the call and turn it over to Sal. Thank you, Gary. I appreciate everyone joining us today. We are certainly encouraged by our record sales, gross margin improvement and solid cash flow generation for the fiscal twenty twenty five third quarter. Our initiatives to enhance profitability are gaining traction, Our team continues to be focused on continuous improvements we are excited by the opportunities for the balance of fiscal twenty twenty five and beyond.

We generated approximately $34,400,000 of cash from operating activities during the fiscal third quarter. Primarily due to strong operating profits. We remain focused on initiatives to enhance profitability including gross margin expansion and neutralizing working capital. Which should continue to result in strong cash flow generation. Regard to our balance sheet, our positive cash flow and related initiatives enabled us to reduce net debt by $30,300,000 for the fiscal third quarter. Resulting in a 26% reduction to $84,000,000 from $114,000,000 In addition, as highlighted in our earnings press release this morning, we repurchased 268,130 shares for $2,100,000 at an average price of $7.82 under our current repurchase authorization program. We anticipate further opportunities to enhance shareholder value through strong cash generation and the neutralization of working capital. I should mention that rotating electrical, our fifty plus year flagship category continues to generate solid performance. And we expect further opportunities to add retail and traditional despite some recent market softness. As I've mentioned many times, the replacement of alternators and starters cannot be deferred. If these products are broken, your car is not drivable. And the aging car park remains a favorable tailwind with multiple replacement opportunities for the life of We are also particularly excited by the continued So our emerging and second largest category break related products.

We expect continued success in this category based on our quality, customer service and capacity to meet demand. And we anticipate strong demand as we enter the important spring repair season. Including important, these accelerating brake related product sales saw purchasing and production efficiencies which contribute to gross margin improvement. Our team is doing an exceptional job to further enhance performance metric. And we look forward to continued sales growth for this important non discretionary product category. As I previously mentioned, and as referenced in the exhibits to our earnings release, there are various factors relating to our financial performance that are non cash and beyond our control. Particularly the current sharply unfavorable non cash mark to market foreign exchange loss from Mexican lease liabilities and forward contracts. A strengthening dollar versus the peso results in large non cash mark to market expenses. Which we internally eliminate when evaluating our underlying are continuing to look at opportunities to minimize these non cash expenses. Including funding our Mexico operations with pesos, from sales in Mexico. As our sales in Mexico continue to grow, we will purchase fewer forward contracts to meet our peso obligations.

Which will lessen the impact of non cash foreign exchange expense fluctuation. Obviously, interest rates particularly applicable to vendor finance programs utilized by our customers, are a headwind. On a positive note, interest rates have decreased If this trend continues, this should benefit profitability. Utilizing our low cost global footprint will facilitate further operating efficiency. We are actively implementing additional initiatives to further enhance gross margins. Let me take a moment to highlight a few key near term strategic initiatives. That support our favorable outlook. With respect to our Diagnostic business, as I've previously mentioned, were experiencing great success with our JBT-one bench top test. And we remain focused on achieving the $100,000,000 milestone. For diagnostic equipment. Additional service related revenue is expected as more testers are deployed. Which includes repairs, software and database updates. These contributions will increase as the installed basement We also expect more opportunities outside North America as the business evolves. Regard to our heavy duty business, we continue to leverage our reputation and industry position in this market. Particularly with regard to supplying alternators and starters to our channel partners. Who are leaders in the heavy duty aftermarket segment. Our growth opportunities continue to gain momentum.

Across multiple platforms such as agriculture, Class eight trucks, refrigeration, construction, material handling, and transit and motor coach. Our Dixie brand is also evolving as an important supplier to the heavy duty original equipment manufacturer. We will remain focused on sales growth profitability and neutralizing working capital. As I noted earlier, we expect our sales and profitability will continue to grow organically. From a strategic standpoint, we are continuing to leverage our including great products manufactured at state of the art facilities solid customer relationships, industry leading SKU coverage and order fill not to mention our value added merchandising and marketing support. Our hard pot sales in Mexico continued to gain momentum. As we experienced increased demand for our aftermarket The rate of growth in this market is exciting. And we are well positioned to utilize our footprint to meet the growing demand. We are focused on increasing share in this region. We continue to benefit and grow sales via our relationships U. S.-based retailers, warehouse distributors, were gaining a presence in this emerging market. As well as through Mexican distributors. Favorable long term dynamics. Continue to bode well for the company and we are extremely well positioned for suitable top and bottom line growth.

In our hard parts business. [indiscernible] We are focused on growth across all product lines. Including our Quality Built brand, which is gaining market share within the professional installed market This includes our most recent additions to our portfolio brake calipers, brake pads and rotors. I reiterate that as we grow these product lines, we expect overall gross margin accretion. We are beginning to see that.

It is worth reiterating that 98.8% of U. S. Car park is comprised of internal combustion engines and hybrid engine Non discretionary aftermarket parts for the internal combustion engine will be here for the 12.8 years plus. One of our key competitive advantage is the ability to offer a broad range of applications. For all makes and model. We remain focused on newer model applications. And our ability to meet expected demand as these vehicles enter the replacement market. I'll now turn the call over to David to review our results and greater Thank you, Selwyn, and good morning, everyone. I encourage everyone to read the earnings press release issued this morning as well as the 10 Q that will be filed later today. Let me first reiterate key financial performance metrics for the fiscal twenty twenty five third quarter.

That we highlighted in this morning's news release. Net sales increased 8.3% to a fiscal third quarter record 186,200,000.0 Gross profit increased 49.4% a record $44,900,000 net income for the quarter was $2,300,000 Generated cash from operating activities of 34,400,000.0 and reduced net bank debt by $38,300,000 repurchased 268,130 shares for $2,100,000 non cash items reduced net income by $5,000,000 and gross profit by $3,400,000 for the quarter, as detailed in the exhibit. Net sales for the fiscal twenty twenty five third quarter increased 8.3% to a third quarter record $186,200,000 from $171,900,000 in the prior year, Gross profit for the fiscal twenty five third quarter increased 49.4% to a record 44,900,000.0 from $30,000,000 a year earlier. I should mention that gross profit for the quarter was impacted by non cash expenses. The non cash expenses reflect core and finished good premium amortization and revaluation of cores on customer shelves. Which are unique to certain of our products and required by GAAP. The total for these non cash expenses in the quarter was approximately $3,400,000 or a 1.8% impact to gross margin. Gross margin for the fiscal twenty twenty five third quarter was 24.1% compared with 17.5% a year earlier.

Aside from higher sales volume, particularly from certain of our newer product offerings, which supports increased absorption of cost We are also focused on other initiatives to enhance gross margin. Predominantly due to a $2,500,000 non cash mark to market foreign exchange loss compared with a $3,100,000 non cash mark to market foreign exchange gain in the prior year and a $1,800,000 increase expense resulting from currency exchange rates compared with a year ago, Operating expenses were $27,300,000 compared with $20,500,000 last year.

I should note that excluding these items above, operating expense decreased by $627,000 to $23,600,000 compared with $24,200,000 a year earlier. For those of you who are not familiar with our operations, our leases in Mexico are U. S. Dollar denominated leases. However, the leases are recorded in pesos at our Mexico subsidiary.

As a result, the fixed U. S. Dollar leases which are paid in U. S. Dollars, are remeasured at the end of every period to reflect the current exchange rate resulting in a $1,900,000 non cash foreign exchange impact lease liabilities for the third quarter. Additionally, the company purchases forward peso contracts which are also re measured at the end of every period, to reflect the current exchange rate which resulted in a $585,000 non cash foreign exchange impact of forward contracts for the fiscal third quarter.

I might add that we are starting to reduce the purchase of peso forward contracts by utilizing pesos generated through our Mexican sales subsidiary, to fund our operations there, which will reduce the impact of gains and losses from the remeasurement at the end of each period to reflect the current exchange rate. We are continuing to analyze opportunities to reduce exposure to the foreign exchange impact of lease liabilities and the impact of foreign currency forward contracts.

Interest expense for the fiscal third quarter decreased to $14,400,000 from $18,300,000 a year ago, impacted by lower average outstanding balances under the company's credit facility and lower interest rates. For the third quarter, income tax expense was $1,100,000 compared with $37,300,000 income tax expense for the prior year. Primarily due to a $37,500,000 U. S. Federal and state deferred tax asset valuation allowance under U. S. GAAP for the prior year which is non cash and does not impact any operating The effective tax rate for the fiscal third quarter was due in part to the inability to recognize the benefit of losses at specific jurisdictions.

However, we expect these losses will be utilized against future profits which will benefit future tax rates Obviously, there are various factors impacting the tax effect.

Net income for the fiscal twenty twenty five third quarter was $2,300,000 or $0.11 per diluted share including the impact of non cash expenses of $5,000,000 or $0.24 per diluted share as detailed in Exhibit one, this morning's earnings press release, Net loss for the prior year was $47,200,000 or $2.4 per share including the impact of non cash expenses of $40,400,000 or $2.06 per share and cash expenses of $1,400,000 or $0.07 per share as detailed in Exhibit one. As previously explained, higher sales volume and operating efficiencies will further improve EBITDA for the fiscal third quarter was $20,400,000 reflecting the $6,600,000 impact of non cat expenses detailed in Exhibit five this morning's earnings press release. EBITDA before the impact of non cash expenses mentioned above was $27,000,000 for the third quarter. Now me discuss the nine month results.

Net sales for the fiscal twenty five nine month period increased 6.8% to a record 564,200,000.0 from $528,200,000 a year ago. Gross profit for the fiscal twenty twenty five nine month period increased 18% to a record $115,300,000 from 97,800,000.0 year earlier. Gross margin for the fiscal twenty five nine months period was 20.4% compared with 18.5% a year earlier, Gross margin for the fiscal twenty five nine month period was impacted by $10,300,000 or 1.8% of non cash expenses and $1,300,000 or 0.2% of onetime cash expenses as detailed on Exhibit four, in this morning's earnings press release, In addition to the items detailed in the other four, gross profit for the current nine month period was also impacted by $4,000,000 or 0.7% of certain one time expenses for onboarding new business.

Net loss for the fiscal twenty five nine month period was $18,700,000 or $0.95 per share including the impact of non cash expenses of $22,400,000 or $1.13 per share and one time cash expenses of $3,300,000 or $0.17 per share as detailed in Exhibit two in this morning's earnings press release. Net loss for the prior nine month period was $50,600,000 or $2.58 per share including the impact of non cash expenses of Expenses of $5,800,000 or $0.3 per share as detailed in Exhibit two. In addition to the items detailed in Exhibit two, as previously noted, results for the current nine month period were also impacted by $4,000,000 or $0.15 per share of certain one time expenses for onboarding new business. EBITDA for the fiscal twenty five nine month period was $34,000,000 EBITDA was impacted by $29,800,000 of non cash expenses as well as $4,400,000 in one time cash expenses detailed in Exhibit five of this morning's earnings press release. EBITDA before the impact of non cash and cash was 68,200,000.0 for the current period despite the impact of certain one time 4,000,000 of expenses for onboarding new business. Now we will move on to cash flow and key corporate items.

The company generated cash of approximately $34,400,000 in operating activities during the fiscal twenty five third quarter we anticipate an increase in operating profit and gross margin on a year over year basis for fiscal twenty twenty five and the generation of positive cash flow for the year, supported by organic growth from customer demand, and operating efficiencies from our global footprint expansion. In addition to our goal of generating increased operating profits, we are diligently focused on opportunities to neutralize working capital. Including customer product demand planning, enhanced inventory management, and further extending our vendor payment terms. We expect increasing financial performance from both the new and existing product lines including our emerging break categories. Net bank debt decreased by $30,300,000 during the fiscal third quarter to $84,000,000 from $114,300,000 Total cash and availability was approximately $138,800,000 I should mention that for every one interest expense for accounts receivable discount programs offered by customers is reduced by approximately $6,000,000 For further explanation on the reconciliation of items that impacted results In non GAAP financial measures, please refer to Exhibit one through five in this morning's earnings press release. I would now like to open the line for questions. We'll take our first question from the line of Derek Soderbergh with Cantor Fitzgerald.

Please go ahead. Yes. Good morning, guys. Thanks for taking my questions. Just wanted to start with the tariff environment quick. Selwyn, you've sort of been through a similar tariff environment before. Can you sort of clue us in on what conversations you're having with suppliers and customers how we should think about the potential impact of tariffs on the business? And then given your fairly global manufacturing footprint, is there a scenario where you shift around manufacturing at all? Okay. So let me let me there's a lot there and obviously it's very fast evolving and a lot going on. Just start with the general environment is that there are hundreds of suppliers that are implementing tariff surcharges. For the Chinese tariffs and we are one of them. So we have implemented tariff surcharges I'm sure and again, this is speculation, but I've listened to various public forums where our customers are talking about passing these tariffs on to the consumer. We have been somewhat fortunate in that over the last number of years, we've become less the dependent on China even though we still do have a relatively decent size tariff base that we'd have to pay tariff settlement.

We don't believe that our out of pocket will be material. And so at this point, Again, we're managing through it, but we think we're going to be fine.

Got it. That's helpful. And then just on the gross margins, looks like the story is playing out really nicely here. Is there any way you could maybe quantify some of the gross margin expansion quite a big step up year over year. It sounds like you've gotten some favorable scale pricing, accretion. Is there any way to quantify those [indiscernible] that drove that expansion. And then Let me deal with that one. We can only talk about the segments and we don't we have limited. But I think the story is on a simplistic basis, which nothing is simple is Wherever we have product revenue, we have initiatives going to implement more and more efficiencies. And as our revenue continues to to grow, the overhead absorption is a natural and we talked about production and purchasing efficiencies. It all comes naturally as well as us working through it and and various automation initiatives and all sorts of initiatives to continue. And they They're paying off. And we relocated a Torrance facility that [indiscernible] essentially there's no more production or distribution there. So That's all into Mexico right now. As far as changing our footprint, I think you had asked that.

I don't think we're any worse off than anybody, but I am I will come as I think we're better off than the general competitor. It seems that there's a floor of 25% tariffs in Chinese goods right now And now there's this extra 10% surcharge, so there's 35% and if we look at our other main operating venues, Mexico, obviously, we can close to having tariffs there, but it looks like and again, I don't know, but my [indiscernible] From my readings, it looks like the Mexican U. S. Government is cooperating. Canada is relatively minor for us. So I don't see us moving right now any any production or anything. From that perspective.

Got it. That's helpful. And David, just looking at cash generation, been pretty [indiscernible] Paying down debt, looks like interest expense is going to come down I guess looking ahead, how do you plan on using cash You bought back some shares here. Is that the expectation to continue that? Can you just talk about use of cash going forward?

Yes. You hit it on the nail. So we're going to continue to generate good pay down debt, be opportunistic with share purchase, [indiscernible] do all the right things to increase shareholder value.

Got it. That's helpful. That's all from me. Thanks guys.

Thank you. Appreciate it there. [indiscernible] Our next question will come from the line of Bill Dezellem with Tieton Capital Management. Thank you. I also want to follow-up on gross margin and hoping you can provide a bit more perspective. In this context, your gross or pardon me, your sales in December were lower than they were in September. I think that's the normal seasonal pattern. And yet, your gross profit dollars were higher in December at nearly $45,000,000 versus about $41,000,000 in the December quarter or pardon me, September quarter. So you had lower sales and higher gross profit dollars Would you talk in more detail about kind of that specific swing and the success there? We continue to be focused on every quarter being more efficient with our operating model. So in the December quarter, we were even more efficient than the September quarter. So all those initiatives to expand gross margin dollars and percentage are really paying off.

We will continue to be focused on expanding margins. And following up on that, what initiatives were most impactful sequentially?

People used to ask me that about the restaurant business. What does it take to have a successful business? The restaurant business. And I used to answer, I used to quote a famous restaurant too. It's not one thing, it's a thousand little things. And so I mean, it's focused around build production efficiencies is really where there's a lot of activity as we scale that production facility. So when you have economies of scale and you're able to reallocate and allocate Production volume in the most in a more efficient manner I mean, that's why you get these results. It's sort of like you're able to fill each of the channels of need for production. The different production arenas. So Volume and we've been talking about this volume is definitely a part of the ability of us to have a seasoned workforce, we've had a a great workforce, a very knowledgeable workforce And as they grow and get more seasoned on the new product lines and where we're seeing tremendous inroads and great innovation in terms of again becoming more efficient So there's no There's no one thing. I mean, I think that our strategy is is eliminate voice wherever we can.

And and at the same time, we need to keep growing our sales because that makes it easier. [indiscernible] And I think that's where my favorable surprise was is that your sales sequentially were down even if seasonally the norm. And yet your gross profit was up. That That just seemed extraordinary.

Yes. Then also relates to how much production you've got in the quarter. We had new business coming on for production. So So the volume is not for manufacturing activities, volume for us is not directly related to sales always. I mean, we have we're ramping up for new business So and again, the different initiatives take effect up purchasing initiatives take effect. And that applies to volume and no volume, but having overall volume allows you to get those concessions.

And I think you all have talked to on the last call or two how you have additional brake business that would be ramping. In calendar 2025. So this calendar year. So are we seeing the production benefits flow through margin of that business [indiscernible] we'll then see the sales benefits in the March and following quarters.

We're actually seeing a little bit of it's true, we do have new business that's being ramped up, but in the beginning, as you're building inventory for this new business, there's some inefficiencies because you're building some lower volume items. We should see those margins get better as we roll this business out and that's going quite well. Thank you.

All right. That's helpful. And relative to the the brake caliper ramp up to whatever normalized volumes are where are we at in that ramp process?

I would say It's hard to tell that because to give you a number. I will give you a number in a moment. But the one thing is you set out to begin a new category, you design a facility that you think can hit a certain benchmark. And as you become as you operate it, you learn from it and I'm happy to say that I think that our capacity Will end up being greater than we anticipated to be. So our expansion opportunities in that facility will be greater. But So it's a moving target as to what the the denominator is. The numerator, we know what we're doing. But there's a lot of opportunity for growth, but I so I don't want to I mean, I can give you a percentage, but it's not a helpful percentage because we're more efficient at a lower percentage of capacity today than we thought we would ever be. And so and what that means is that the factory opportunity has grown without additional CapEx or we are able to produce more units and then we'll even get more efficient out of that facility as But we are a major player.

I mean, I don't know if we're the second largest brake caliper provider in The U. S. Today or not, but we're certainly up And just to make sure I'm clear on all that, that's that's really helpful that you mentioned in your opening remarks that the rotating electrical business is operating efficiency. Efficiently and that continues to be the case. And then historically, the brake caliper business has not been running efficiently simply because of the low volumes as you start to ramp that business But as you're growing towards number two or number one in the country, You are having better margins or better efficiency as as your staff is employees have learned how to simply do things better this happens to be the quarter where a lot of that culminated and becomes becomes more visible. Is that a fair characterization before I step offline?

No. Let me just clarify one thing is that we're still doing higher volumes, but what I'm the point I'm trying to make is the capacity has actually grown from what our initial anticipation is. So yes, we're getting these efficiencies. These efficiencies are still evolving. They're not culminated.

I mean, this is definitely an evolving program that we're doing. And again, as new product lines get more mature, they [indiscernible] [indiscernible] it's mostly accurate, but but we are producing higher volumes already. But we have what I would say is additional opportunity to take that capacity up even higher. Than we thought it could go.

Great. Thank you for the clarification and congratulations.

Thank you. Appreciate the questions. And that will conclude our question and answer session. And I will now turn the meeting back over to Selwyn Joffe for closing remarks.

Okay. Well, in summary, we remain bullish about our outlook. We remain laser focused on further efficiencies and fully benefiting from a not easily duplicated global platform. To meet demand for non discretionary products as well as from our diagnostic testing capability Recent proposals by the Trump administration about tariffs continue to make headlines. At this point, there's a lot of speculation We will take appropriate action as necessary. Including customer surcharges to offset the tariff and goods from Mexico and Canada should they be imposed. With regard to China, we have notified our customers that we are implementing a surcharge to offset China's recently announced tariffs. We continue to leverage our expertise and solid customer and supplier partners [indiscernible] This includes our supply chain vendor finance program, that benefits our suppliers. Our liquidity is strong we have the resources, capacity and capability to enhance shareholder value. In closing, must recognize the contributions of all our team members who are continuously focused on providing the highest level of service. We are all committed to being the industry leader for parts and solutions that move our world today and tomorrow We also appreciate the continued support of our shareholders and thank everyone again for joining us for the call.

We look forward to speaking to you with you when we host our fiscal twenty twenty five fourth quarter call in June. And at various investor conferences and meetings.

Thank you.

That will conclude today's meeting. Thank you all for joining. You may now disconnect.