Quest Resource Holding Corp — Call Transcript 2025

Afternoon, ladies and gentlemen, and welcome to the Quest Resource Holding Corporation's Second Quarter 2025 Earnings Call. At this time, all lines are in listen-only mode. Following the presentation, we will conduct a question-and-answer session. If at any time during this call you require immediate assistance, please press Star, zero for the operator. This call is being recorded on Monday, August 11th, 2025. I would now like to turn the conference over to Joe Noyons. Please go ahead. Thank you, Operator, and thank you everyone for joining us on the call. Before we begin, I'd like to remind everyone that this conference call may contain predictions, estimates, and other forward-looking statements regarding future events or future performance of Quest. Use of words like anticipate, project, estimate, expect, intend, believe, and other similar expressions are intended to identify those forward-looking statements. Such forward-looking statements are based on Quest's current expectations, estimates, projections, beliefs, and assumptions, and involve significant risk and uncertainties. Actual events or Quest results could differ materially from those discussed in the forward-looking statements as a result of various factors, which are discussed in greater detail in Quest filings with the Securities and Exchange Commission. You are cautioned not to place undue reliance on such statements and to consult our SEC filings for additional risk and uncertainties. Quest forward-looking statements are presented as of the date made, and we disclaim any duty to update such statements unless required by law to do so. In addition, in this call, we may include industry and market data and other statistical information, as well as Quest observations and views about industry conditions and developments. The data and information are based on Quest estimates, independent publications, government publications, and reports by market research firms and other sources. Although Quest believes these sources are reliable and the data and other information are accurate, we caution that Quest does not independently verify the reliability of the sources or the accuracy of the information. Certain non-GAAP financial measures will be disclosed during this call. These non-GAAP measures are used by management to make strategic decisions, forecast future results, and evaluate the company's current performance. Management believes the presentation of these non-GAAP financial measures is useful to investors' understanding and assessment of the company's ongoing core operations and prospects for the future. Unless it is otherwise stated, it should be assumed that any financials discussed in this call will be on a non-GAAP basis. Full reconciliations of non-GAAP to GAAP financial measures are included in today's earnings release. With all that said, I'll now turn the call over to Dan Friedberg, Chairman of the Board. Good afternoon. Thank you for joining us on today's call. Overall, during the second quarter, our efforts to fundamentally improve our operations and produce more consistent financial results are on track, and we can clearly see a path for a more efficient, consistent, and profitable business. Last year's results were extremely disappointing. Some of the issues were market-based, but many were self-inflicted operational issues. We have made significant changes to our organization, culture, operating approach, and are addressing inefficiencies and variability across our business. We are making good progress and are seeing positive results, but it will take some time to see the full impact of all our initiatives. Some initiatives are short-term focused, others are longer-term oriented. They involve all aspects of the business across the entire workflow and all business functions. We are pleased to see the initial benefits from our efforts to improve operations and deliver superior financial returns. Perry and Brett will go into more detail on the call, but for example, our focus on improving cash generation is showing results. Our initiatives have helped us to generate $3.9 million of operating cash flow in the second quarter, and we have reduced debt by $6.6 million year to date. This remains a key area of focus, and we expect to see further improvements during the year. We are changing how we do business, changing our culture, improving operations, and laying the groundwork for sustainable, profitable growth. We are on our way, and although there is a lot to do, we see the initial benefits and can see a clear path to generating a growing, more consistent, and increasingly profitable business. With that, I'll turn the call over to Brett and Perry. Brett? Thanks, Dan, and good afternoon, everyone. Revenue for the second quarter was $59.5 million, which was a decrease of 19% from a year ago and down 13% sequentially from the first quarter. Of the $9 million sequential decrease in revenue, approximately one-third was related to the mall-related business that was sold at the end of the first quarter. The bulk of the remaining decrease was related to decreased revenue from clients in the industrial end market. It is worth repeating that our relationships with these clients are strong, and there are long-term opportunities to grow with them as end-market conditions improve. This weakness is not isolated to Quest, but we expect it to continue from clients in this area. From first to second quarter, we did see modest sequential growth in revenue from new clients added during the past 18 months. We expect new clients to continue to provide incremental contribution in both revenue and gross profit dollars as we complete the rollout and optimize and expand services, which typically result in higher margins over time. During the second quarter, gross profit dollars were $11 million, up slightly from the first quarter. Despite the sequential decrease in revenue from the first to second quarters, we were able to demonstrate a slight sequential increase in gross profit dollars as optimization outweighed margin pressures and market headwinds. Partially reflected in our second quarter results, we are seeing gross margin pressure as we renew client engagements. Due to economic uncertainty, particularly in the industrial end markets, clients are looking to further reduce costs. Importantly, we feel confident in our proven ability to continuously drive cost savings by optimizing the waste streams for our clients. As we share in those cost savings and drive further internal operational efficiencies, we expect to return the margin profile on renewed business over time. Overall, as we look forward to third and fourth quarters, we expect sequential comparisons for gross profit dollars to be flat to slightly down in the third quarter and resume sequential growth in the fourth. We are being cautious about our outlook given the uncertainty related to client volumes in the industrial end market during the second half of the year. We also expect further impact from margin pressures in the third quarter. Therefore, we expect sequential comparisons from second to third quarter to be challenged, as it is likely to take more than one quarter for margin pressures from renewals to be offset by shared cost savings and the ramp of gross profit dollars from new clients. Despite the near-term headwinds, we remain confident in resuming sequential growth in the fourth quarter. Our confidence is based on our visibility into initiatives continuing to take hold as we optimize the business and with new clients and expansions with existing clients coming online in the fourth quarter. We will also continue to benefit from the reduction of temporary cost increases we discussed during the prior calls. As a reminder, we still anticipate the seasonal slowdown in volumes that typically occurs during the fourth quarter, which will somewhat offset these gains. Moving on to SG&A, which was $9.3 million during the second quarter, a decrease of $2.1 million sequentially from the first quarter. The sequential decrease was ahead of our expectations and was primarily related to the reduction in workforce, increased efficiencies, and the aggressive takeout of cost across the organization. For the third and fourth quarters, we expect SG&A costs to be mostly flat compared to the second quarter. Moving on to a review of the cash flows and balance sheet. At the end of the second quarter, we had $450,000 in cash and approximately $19 million of available borrowing capacity on our $45 million operating borrowing line. For the second quarter, we generated approximately $3.9 million in cash from operations, which was related to a decrease in working capital. Accelerating cash cycle times has been a clear priority for us this year, and we made incremental progress in the second quarter. While we still expect significant improvement, we did see a slight decrease in DSOs from the first to second quarter. Our efforts to improve processes and systems are allowing us to bill more quickly, and we continue to tighten up on collection efforts with our clients, which will drive further improvements in DSOs in the quarters to come. On the payment side, we have addressed service issues experienced last year and improved our vendor communications, which is allowing us to bring payable days back in line with contracted terms, helping us to accelerate our cash cycle. With these improvements, we expect to generate significant operating cash flows during the remainder of the year. Our cash initiatives contributed to the $6.6 million paydown in debt year to date. At the end of the quarter, we had $69.7 million in net notes payable versus $76.3 million at the beginning of the year. We expect to continue to aggressively reduce debt in the second half of the year as these cash initiatives continue to take hold. At this time, I'll turn the call over to Perry. Thank you, Brett. We're encouraged by the sequential improvement in our financial results from the hard work we have done to establish an organization deeply rooted in operational excellence. Equally exciting is the cultural shift we are experiencing, which is delivering short-term benefits while positioning us to create long-term value for our clients, employees, and shareholders. As always, our culture remains firmly client-centric, focused on providing innovative solutions and exceptional value. At the same time, we are placing a stronger emphasis on performance and accountability. While we're still in the early stages of this improvement process, I'm very encouraged by the progress we have made in a short period of time. We have established key internal metrics and improved processes that we are using to benchmark, measure, and target improvement opportunities across the entire organization. Defining excellence and setting high standards is a key to coaching, developing, and motivating employees, and our team has embraced these changes with enthusiasm. Internally, we've seen better communication with vendors and with clients. Employees are holding each other accountable and contributing ideas to make continuous improvement. Through our operational excellence initiative, we have developed workflows and process improvements across our value chain. These improvements have enhanced our AP platform, significantly reducing costly exceptions and disruptions to our vendors and clients. As Brett said earlier, improvements in this area are allowing us to bill our clients at a faster pace and helping to improve vendor invoice processing, both of which are reducing cash cycle times and improving cash flow. Our vendors are asking for more of our business, providing us with solid negotiating leverage. We are well on our way to making significant operational improvements that will drive improved profitability, enhance client experience, and a winning company culture. These take time as we fundamentally improve our operating practices. In parallel, we have also been hard at work to drive growth in revenue and gross profit dollars from both existing and new clients. First, we are very focused on expanding our share of wallet with existing clients. For example, during the second quarter, we were awarded an expansion with an existing client that is a large retailer. We had been servicing this client in a limited region, and by demonstrating our value proposition, they rewarded us by doubling the number of locations we are now servicing. I'll point out that this was a competitive win, and we were chosen based on the quality of our service execution and not based on price. There are many opportunities that include geographic and service line expansion within our installed base, and we expect wallet share gains to continue to be a consistent area of growth for our company. We have refined our share of wallet process by partnering our sales organization with our client solutions team to utilize our key relationships with our best sales skills to maximize this growth initiative. The second source of organic growth will come from adding new clients. In the past, we made significant changes to our sales organization that have resulted in a robust pipeline of new business. Our sales force is executing a structured and disciplined plan, and we have added several new clients during the first half of the year. With that said, the pace of adding new clients has been slower than last year and slower than what we had anticipated. Deals are moving through the pipeline and have not fallen out, but due to economic uncertainty, clients are just taking longer to make the decision to move forward. For example, at the end of the second quarter, we signed an agreement with a new client in the restaurant industry that had been at the goal line for nearly a year. I will point out that this was also a competitive win. The client chose us over a large integrated waste provider based on our value proposition and our client advocacy approach. We have more deals in the pipeline that are at the goal line. While the timing of these deals is uncertain, we are the only new provider still being considered. I can't predict when they will close, but I feel confident given our value proposition and our sales organization, we will win more than our fair share of the new business. In addition, we expect gross profit dollar growth to come from optimizing the services with existing clients. As we have described in the past, over time, we are constantly looking for ways to reduce costs and optimize the service levels of our clients. We share in these improvements with our clients, and over time, we consistently improve the margin profile of the business. This is particularly the case for the large number of new clients that we have been onboarding over the past several quarters. This optimization is well underway, and we expect to see continued improvement in the margin profile of new clients. In addition, given our confidence in our ability to optimize services, in some cases, we are taking lower upfront contracted margin in exchange for a greater share of the cost savings. This allows us to maintain or improve our margin profile over time and further strengthens the client relationship. Regarding our outlook, the actions we have taken are beginning to show results. We saw the effects of the reduction in force and efficiency initiatives on the SG&A line during the second quarter. In addition, the cost we incurred on a temporary basis related to onboarding new clients and the transition to a new AP system are abating. These and the other initiatives underway are continuing to take hold, and we expect steady improvement as we move through the year. Historically, we have performed well during economic downturns, and we are monitoring our clients and markets closely. Our industrial clients have shown weakness, and given the uncertainty in the economy generally, volumes with them continue to be impacted. With that said, we have great relationships with these clients and believe there are opportunities to do more with them in the longer term. As is often the case during times of uncertainty, we are feeling some margin pressure as we are renewing business across a range of clients. We believe these effects are temporary, and we expect to improve margin profiles by optimizing service levels and delivering continuous operational improvements. For the near term, there is a degree of uncertainty amongst new client prospects, which will likely continue to affect the pace of adding new business. With that said, we are adding new clients and growing our share of wallet with existing clients, both of which should provide sequential contribution during the back half of the year. Before we open it up for questions, I want to reiterate what we said last quarter. The board, management, and our entire team are committed to aggressively drive change and enhance shareholder value. The market for our asset-light model remains robust. We are gaining share. Clients are providing us with strong references. We have opportunities to increase our share of wallet, and our cost-oriented value proposition is resonating loudly. In addition, we are committed to maintaining a solid balance sheet, and our priority for capital allocation remains the repayment of debt. We are and will continue to take decisive action to improve our ability to execute, generating consistent, sustainable, and profitable growth going forward. We would now like the operator to provide instructions on how listeners can queue up for questions. Operator? Thank you very much. Ladies and gentlemen, we will now begin the question-and-answer session. Should you have a question, please press Star followed by the number one on your touch-tone phone. You will hear a prompt that your hand has been raised. Should you wish to decline from the polling process, please press Star followed by the number two. If you are using a speakerphone, please make sure to lift your handset before pressing any keys. Your first question comes from the line of Gerry Sweeney. Please go ahead. Good afternoon. Thanks for taking my call. Hey, Gerry. Hey, Gerry. I want to start with revenue. I think a little bit higher decline than anticipated. I think you called out the industrial space in particular, but also said you expect continued weakness on that front. Is this slowing down? Is this weakness going to be slowing down? Has it abated and going to be staying down? The opposite side of that, any hopes for green shoots in the next quarter or two? It does feel like the economy in general was a little rough in the first half, but maybe catching its stride now. Hi, Jerry. This is Perry. I think our industrials will continue to follow the general economy. It's tough to have any predictions on what's to come. I think the general uncertainty caused by the current economic conditions, tariffs, etc., have caused some challenges in our industrial sector. I think that follows along with the general economy. If we see some improvement, I think our industrials will follow suit. I'll tell you that our other sectors are doing rather well. Our food space sector, our grocery sector, they seem to be doing very well. One of the strategies that we've had over the last year is to build out a much more well-rounded portfolio to kind of offset some of those implications. How much, and I don't know if you've given this in the past, I apologize, and you may not want to give it here, which is fine as well, but how much of your revenue is oriented towards industrial? We don't, we've never given that, and we continue not to do that. Sure. But so. We can leave it there and make it easy for you. Thank you. All right. If you're not going to do it, it's all good. Margin pressure on that front, it sounds like you're getting pressure from renewals. On that front, is that across all industries, or is that more oriented towards industrial? Separately, is this a larger sort of renewal year than maybe some next year or the year or a year ago prior? Just curious of the size of it. Yeah. Yep. No, very good question. Let me answer your last question first. This is pretty normal. Our typical contracts run for three to five years. There is nothing unusual about the renewal cycle this year. I'll tell you that it does not only affect industrial, but certainly our industrials are probably the most cost-sensitive at the moment. I'll tell you that whenever we renew for a slightly lower margin, we're always asking for something back, right? We will either get a larger share of the savings that we deliver for the customer, we may get better payment terms, or we may get a larger share of their business. There is a give and take. For example, we did a renewal with one of our retail customers, and we gave a small consideration for the renewal, but we picked up all of their distribution centers, which were not under contract prior to that renewal. I think this is temporary. I think our industrials are the most sensitive, but we always try to get something back to regain the consideration for the renewal. You have to remember that the alternative to getting these renewed is these companies may have to take the business out to bid, which is something we definitely do not want them doing. Got it. One other question just on margins. Obviously, there's a big theme, efficiency, workflow, et cetera, and there was a nice uptick in margins quarter over quarter. I understand there could be some pressure on a go-forward basis, at least short term. How far along are you on your sort of short, or how far along are you on your initiatives? Yeah. This might be a good time. During our first call in March, we had kind of announced that we were going to deploy a number of process improvements and that we would talk a bit about those. Maybe this is a good time to give you some color around those. If you take a look at our entire workflow, there are really three primary workflows or processes. There is a source to contract. That is where we identify new prospective service providers, put them through our vetting process, sell them on the Quest value, then negotiate terms with them, payment terms, service requirements, expansion opportunities, CPI, etc., and then get them under contract. That is always going on. It is the opposite side of our business as sales, so it is constantly in motion. We are constantly working to find new service providers to service our customers. I will give you an idea of one of the projects we have going on there. It is called our market alignment project. This is where we are tracking unit costs, so cost per yard, cost per ton, disposal cost, just to make sure that we are getting the very best cost in every market that we operate in and making sure that within a given market our pricing is consistent. Since the onset of this project, we have seen a 200% improvement in the cost of sales from that initiative. The next major process is procure to pay. This is where we are procuring services. We are negotiating pricing from our vendors to provide services to our customer. This is the fulfillment part. Our customer requires a service, we have to fulfill that order, so we negotiate with the vendor. Then we receive the vendor bill, run it through our AP processing platform, zero touch or one touch for exception management, process for payment, and make sure that we pay according to terms. You heard Brett mention earlier that due to some disruptions from the past, we were perhaps paying haulers and service providers ahead of schedule or ahead of terms. That was a major project of ours, to pay our vendors on time. Since March, there has been a 46% improvement in paying haulers on time. Obviously, paying them on time implies that we have extended those payments, so it has certainly contributed to cash generation. Processing bills, there are probably some questions about, do you, are you tracking production? There's been an 83% improvement in vendor bill processing on time, and the exceptions are way down. There's been a 30% improvement on exceptions. Exceptions can cause those disruptions that can be very costly. We've realized some very nice improvements in our procure-to-pay process. The last major process is what we call order-to-cash. That's when the customer requires a service, we fulfill that order, we dispatch that order to our service provider, we confirm that the service was executed, we then prepare invoices to our customer, and then we collect. There's been a significant effort to speed the rate of billing customers, and since March, there's been a significant improvement. One of the key metrics that we look at is the percent billed within 30 days. Typically in the waste business, when a service is provided, say in the month of July, the invoices start coming in in August. We consider billing on time as billed within 30 days. We have improved from 69% to 75% in June on billing customers on time, which obviously directly correlates to better cash management. The last, I know I said three major processes, we've also been involved in cleaning up our data. We had a massive purchase order and sales order cleanup. We use POs and SOs to track all the services that are requested and provided to our customers. There are many different reasons to have purchase orders or sales orders remain open. Sometimes they're requested, and then they're canceled or they're changed, et cetera. You have to keep those purchase orders and sales orders up to date and current. We've had an 84% improvement in POs and 78% improvement in SOs. That has allowed us to bill faster. It's going to create much less variability in our financials. For the first time, we now have flash reporting where we can get a view of our business on a weekly basis. There's probably more than you were looking for, but I just thought I'd give you kind of an update on some of the projects that we've been working on. What inning do you think we're in? What inning do I think we're in? I would say we're probably in the bottom of the fourth. We still have a ways to go, but you know, what you're seeing from the results is that we're extracting more GP out of the business that we have. It's unfortunate that our business is a bit smaller today, largely driven by those industrials, but we're much more efficient and we're extracting more GP dollars out of the revenue that we have. Got it. Yeah, we can see it quarter-after-quarter. I already asked probably one too many questions, so I'll jump back in line. Thank you. Your next question is from the line of Owen Rickert from Northland Capital Markets. Please go ahead. Hey guys, thanks for taking that question. Just quickly, it sounds like debt paydown was kind of the main priority going forward, but is there any way you can talk about maybe potential reinvestment in technology or other growth initiatives just in combination with debt paydown? Anything to call out there? I certainly think that is a key priority for us as well. I still think that the repayment of debt is number one. You hear us often talk about our AP platform. Just for clarity, our AP platform is just one component of our entire platform. I'm not sure if we've confused the market and created the illusion that the AP platform is our platform. It's not. It's one segment of our platform. Our key focus is on improved processes, which you've heard me talk about, and also automation. I definitely see investment in further tech development and automation as we move forward. Our key focus is still repayment of debt. Hey Owen, it's Dan Friedberg here. Just to follow up, from a board perspective, we're absolutely committed to what we talked about, which is debt, which is driving efficiencies, but also supporting the business so we can grow more quickly and more profitably. We see that coming down the pike as well. First and foremost, fixing the underlying processes, as you can hear from Perry's descriptions, is really the key step because it does unlock cash, it does increase efficiencies, it improves customer relationships and communications with customers and vendors, all of which are necessary to get to the next step. As Perry said, we're on the way there. Once the processes are standardized, and we haven't talked about it yet, but Perry and Brett will talk about the excellence initiative, all that is enabling us to automate more successfully and more quickly to get to sort of the next level. All of that is part of the plan. We're in that first phase, which is cleaning up and driving basic efficiencies into the business. Great. Thanks, guys. Thanks Owen. Your next question is from the line of Aaron Spychalla from Craig-Hallum. Please go ahead. Yeah, hi Perry and Brett, thanks for taking the question. Maybe first for me, can you just give us an update on the ramping of some of the new business wins from the last year, and then also on the cost per customer onboarding and vendor management from the past couple of quarters? Are we getting towards the tail end of those implementations and costs there? Yeah, the implementations and onboarding is complete. Those temporary increases in cost, we're through that now. We are now in the optimization phase of those new customers. Step one is get them onboarded, get them accustomed to the new model that they're on, making sure that the billing is accurate, making sure our vendors completely understand the service requirements and expectations. All of that is done. It's a big lift up front. Now it's about service optimization, landfill diversion solutions. That's the normal model that we operate. We're past that now. As far as onboarding new customers, we have onboarded several new customers already this year, but they're not dropping on us all at once like they did last year. I don't anticipate the same pain that we had last year. Did that help? Yeah, no, it's helpful. Thank you. On the client attrition front, is there new developments there, or is most of what, when you kind of talk about client attrition, is that just some of the stuff that we've seen over the past year? Most of that attrition, you know, nothing has changed, right? It's from the difficult business, the mall business that we sold off, where we're counting the reduced volumes in industrials as attrition. We had a customer that was acquired, and that was part of the attrition. There's no new attrition. This business is a very sticky business. We have great relationships with our customers. We actually have a very high retention rate. I certainly don't expect, you know, to see the same rate of attrition that we had last year. Yeah, I just add in, you know, about 80%- 90% of all of our attrition that we discussed was in the back half of last year. It's largely through all of our numbers going forward. Okay. Appreciate that. I saw the commentary on a new win, and I understand a little bit of the dynamics on the pipeline flowing. Can you just maybe talk about that new win, any kind of sizing there, and any key areas of focus in the pipeline from an end market perspective, maybe where you're seeing strength or traction? Yeah. You know, we actually, for this quarter, had two nice wins. One was an expansion where we doubled the business with a large national retailer. We actually had a new customer come on board from the restaurant sector, a multinational restaurant chain. We typically don't talk much about the size of the accounts, but I will tell you that we really don't pursue anything under six figures. At a very minimum, if a client isn't spending at least $1 million or more per year, we're not pursuing them at the moment, unless we see an opportunity to take a small share and then rapidly expand it from there. Those two wins are in that size that all of our clients are. We've talked about seven and eight figure. We don't really get any more specific than that, but these two wins are in that size. All right. Thanks for that. Maybe one last one. I appreciate the commentary on the workflows, but in good cash flow generation this quarter, it sounds like there could be more to come. Are you still kind of confident in getting the DSOs down into that mid-60s range? I don't know if there's a timeframe for that, but any other color there would be helpful. Hey, Aaron, this is Brett. I'll take that one. We certainly remain very confident about cash flow going into the second half of the year. As you pointed out, we had a really strong Q2, especially in the back half, as we really started to see those initiatives start to gain traction and push through the balance sheet, which was fantastic. We've still got some several opportunities to work through and remain confident. We may not get to all the way into the 60s by this year, but I certainly do expect that at some point as we get into next year. We're very confident about our ability to lower those as we move forward. We saw a little bit of improvement from Q1 to Q2, but really, we'll continue to see better improvement in the back half. Understood. Thanks for taking the questions. I'll turn it over. Your next question is from the line of Greg Kitt from Pinnacle Family Office. Please go ahead. Thank you for taking my question. Brett, maybe you could give a little more color on what's giving you that confidence on the DSOs is getting, you know, it seems like there could be 10 days of opportunity here in the back half. Can you help us understand what makes you so confident? Yeah, absolutely, Greg. You know, cash management is a day-to-day activity for us right now. I'm confident just seeing the improvement that we continue to make day in and day out in our cash flows. As we talked about, accrued AR was one of the pieces that was holding us back and had driven AR or DSOs a little bit higher. Those take a little bit longer to work all the way through the balance sheet to collections. We were expecting that opportunity to push through to the back half of the year, but certainly the work that the teams are doing to build faster, the visibility we're getting from our systems has enhanced that as well. All those things are coming together. Collections, you know, overall, I've mentioned we don't have any significant concerns from a collections activity, but there are opportunities to get a little bit tighter, manage our customers a little bit tighter. We're seeing that as well. There are just several different initiatives. It's hard to pinpoint just one, but just the day-to-day cash management that the teams are working on has been impressive. Thank you. What you can control more easily is the payables. You've obviously flexed that pretty hard this year on the DSOs. It sounds like you're doing what you can, and some of the accruals take some time. Maybe just because the house, like what do I think needs to happen for this stock to work? I think the first thing is, you know, like gross profit and EBITDA growth, but maybe one tied for number one is free cash flow. AR is the biggest opportunity to do that in the nearer term. Would you consider giving us any sort of color on how you think about July, considering that some of these initiatives take time and you maybe haven't at the end of the June quarter? We just didn't have enough time to get through accruals to see real progress on the AR DSO side. That's kind of back to the previous comment. Certainly, second half of the year, you know, we were seeing improvements, more improvement in the back half of Q2. That gives us confidence going forward. We've certainly continued to make improvements already, and we're excited about having those materialize and talking about those in Q3. Thank you. Maybe one last one for me is I'm going back quite a ways. I think initially when I first started to look at Quest, it was the whole trend. This is going back, I don't know how many years, five, six, seven years. It was, we're only going to take business that we know is really profitable, and then we'll try to grow into maybe lower gross profit margin business lines, but there's still incremental dollars that we can pick up, and we don't have any additional material, like operating costs to win those gross profit dollars. What I feel like I'm hearing now is we'll take some margin that's changed a little bit. We'll take some business that's lower gross margin today because we feel really confident about our ability to reduce costs over time. Maybe it would be helpful for me to understand how you think about what is that timeline for you to reduce costs. I've historically thought about 12 months. I would love to hear your opinion, and is there a way to think about how material those improvements could potentially be? Hey Greg, it's Perry. What you heard me talk about earlier today was really directly related to the few renewals that we've had. I'll tell you that the new business that we've onboarded this year actually is at a higher GP percentage as the new customers last year. We're actually being aggressive with our pricing. I think you're probably right. It's going to take a good year to fully optimize a customer, maybe even with certain ones, even a little bit longer if we're looking at share of wallet. The strategy really hasn't changed at all, right? It's land and expand. I think you've heard us talk about that before. Still, the strategy today, we have to be competitive enough to win the business. We don't sell price, we sell value. In today's kind of cost-focused environment, companies are taking a close look. I think we've done a great job by bringing on new business at a higher gross margin than we did last year. We still have an opportunity to grow. Hey Greg, it's Dan. Just to follow, I think you and I have been involved, and it's about the same time. The engine that drove Quest, now we've thought, more biased, was to land and expand. It was always bringing a customer and then growing gross margins by adding valuable services, not by taking incremental business at lower margins. What we are seeing, though, in addition to that, which Perry talked about in his script, is that there are opportunities for us, given our confidence in being able to deliver increases for the reasons that Perry described. We feel more confident to work with our clients to take a share of the profits. That's sort of the nuance. The underlying strategy and the way that Perry and Brett and the team have gone after it hasn't really changed. Thank you. I have one last question, and I guess it really goes to what sounds like some cyclicality with your industrial customers. I just, I guess I had addressed it head-on. There hasn't been any loss of any of those major industrial customers or loss of service lines. Has there been anything like that, or is this really cyclicality that is hitting us right now? I don't, maybe I'll just stop there. Yeah, Greg, there's been no loss, no loss of any industrial client and no loss of any line of business. This is simply a volume issue. Okay. Thank you very much. Yeah, you're welcome. Your last question is from the line of George Melas from MKH Management. Please go ahead. Thank you. Good afternoon. You're okay. I want to try to dig a little bit deeper into the revenue decline. In the queue, you list your, of course, you don't name the customer, but you talk about your largest customer. They are down roughly $7 million, $7.3 million year-over-year. It means that all the other customers are down roughly $6 million. I think, Brett, you said roughly half of that, $3 million, is because of the RWS mall-based business. Essentially, if we look at the business, except for that very large customer, it's down $3 million year over year. Could you provide a little granularity there? Try to help us understand how much growth there was, how much, and how much decline there was. Brett, you did that, I think, in previous quarters. Try to help us understand that some parts of the business had declined, but you also added a significant number and ramped up a significant number of new customers in the second half of last year. Could you elaborate on that a little bit? Yeah, George, I'll just kind of walk through, you pointed to the queue, so I can kind of walk through where we were at with the MDNA. Year-over-year, revenues were down $13.6 million, right? We did call out that roughly $17 million of that was related to both the industrials and divested REIT business, which was $3 million. That alone, those two factors alone contribute to all of the growth. We were actually up overall year-over-year in revenue. Aside from those, and to your point, that is bringing on the new customers, which contributed $8 million in incremental revenues compared to last year with the offset of the attrition that we've talked about, which was largely in the later in the back half of the year. That was mostly related to customers bringing in that had been acquired and bringing their services in-house. Overall, the business, aside from the industrial weakness and aside from the REIT divestiture, was, I don't want to say strong, but it certainly was up year-over-year. Okay. Just to try to understand the numbers, I'm glad you pointed that out because I didn't read the whole queue. I didn't have the time. The industrials and the REIT, there was a decline of $17 million. The new customers was an addition of $8 million. That gives us a decline of $9 million. How do I square that with the $13.6 million? I'll just rephrase a little bit. I said $17 million, but it was $16 million. REIT plus industrials was $16 million, right? Versus a $13.6 million loss, we had to offset that. We had new customer revenue of $8 million with an offset of $5 million of attrition, which gets you your $3 million up offset. Okay. That makes sense. Thanks a lot. I appreciate that. Let's see. We did talk about the DSO a great deal, and I appreciate the answer you gave to Greg, and that seems massively, massively important. In terms of the customers, maybe that's a question for Perry. In terms of the customers where you really have an opportunity to improve the gross margin, what percentage of the current revenue base that is? I mean, at least it's at least those $8 million, I imagine, from that was the contribution from the new customers. How do you think about the chunk of the business that you have that really is ripe for, you know, that has to be optimized? Yeah. George, you may have heard in my initial remarks, we've refined our share of wallet process. We're managing our share of wallet now just as we do new sales. We have a share of wallet pipeline with all the opportunities documented. We've partnered our sales team with our client solutions team. Client solutions owns the relationship. Our sales team has the sales skills. Working as partners, we plan to expand share of wallet essentially for all of our customer base. We don't really talk about the size of our pipeline, but let me just say that the share of wallet pipeline is very significant. We're aggressively pursuing both new prospective clients and share of wallet. Okay. Very good. Just about the customers and the revenue that's attributed to them, where you are, where you feel like you have, where the revenue, and maybe like Greg said, you know, that you took on some of those customers maybe at slightly lower margin with a plan to optimize those margins. How big is there a way to isolate that into what part of your revenue that is? I'm not really sure we can do that. I'm a little unclear as to what you're asking. We've talked about the two new customers for this quarter, and I kind of gave you a rough idea of size. I'll tell you what. Phrase it. We have so many different share of wallet opportunities, George. It's a little difficult to give you a specific answer on what the opportunity is. We have one, we have two clients now where the expansion has essentially doubled the size of the account. You know, we have others where the growth opportunity may be another 20%, 25%. It really depends. It's a very client-specific issue. I don't really have a good answer for you. Okay. On that. I appreciate you trying. I appreciate it. I have just one final question on the pressure that you're seeing on margins from renewal. I think that's been a feature of the business probably from the beginning, but I think it's the first time that you guys really sort of discuss it or, you know, bring it out. Is there a particular reason at this time? I mean, I think you guys said industrials are feeling more pressure and maybe they are pressuring you more. Is there any particular competitive development that happened, or is it because of the concentration you have in the business, or if one large customer does it, it hits you more, you know, has more of an impact? Yeah. You know, George, I think there's been a shift in the market, right? Our model is still in great demand. You've heard us talk in the past about the importance of sustainability, data, metrics, and those things are still very important to our customers. Cost savings and cost reduction have risen to the top priority, right? Companies are back to business. They want to save money. There's uncertainty in the market. Whenever there's uncertainty, companies operate extremely well, which means they're just like us. They're looking at their cost. There's nothing new other than the priority has shifted a bit more towards cost savings, perhaps over sustainability. Our customers today still want landfill diversion and sustainability, but today it has to be cost neutral or better than the cost of landfill. Okay. Very good. Thank you very much. Yep, you're welcome. Thanks, George. Thank you very much. There are no further questions at this time. I'd like to turn the call back to Perry Moss, CEO, for closing comments. Sir, please go ahead. Great. Thank you, Operator. On behalf of Dan and Brett, we'd like to thank everyone for joining us today. I do want to reiterate that the market for our asset-light model remains robust and strong, and our initiatives are beginning to show results. We remain committed to generating cash and the repayment of debt. We are, and we will continue to take decisive action to continuously improve upon our business. We'd like to thank you all for joining us today. Ladies and gentlemen, this concludes today's conference call. Thank you very much for your participation. You may now disconnect.

Speaker 10: Afternoon, ladies and gentlemen, and welcome to the Quest Resource Holding Corporation's Second Quarter 2025 Earnings Call. At this time, all lines are in listen-only mode. Following the presentation, we will conduct a question-and-answer session. If at any time during this call you require immediate assistance, please press Star, zero for the operator. This call is being recorded on Monday, August 11th, 2025. I would now like to turn the conference over to Joe Noyons. Please go ahead. Afternoon, ladies and gentlemen, and welcome to the Quest Resource Holding Corporation's Second Quarter 2025 Earnings Call. At this time, all lines are in listen-only mode. afternoon ladies and gentlemen and welcome to the quest resource holding corporation's second quarter 2025 earnings call. at this time all lines are in listen-only mode Following the presentation, we will conduct a question- and- answer session. following the presentation we will conduct a question- and- answer session If at any time during this call you require immediate assistance, please press Star, zero for the operator. if at any time during this call you require immediate assistance please press star, zero for the operator This call is being recorded on Monday, August 11th, 2025. this call is being recorded on monday august 11th 2025 I would now like to turn the conference over to Joe Noyons. i would now like to turn the conference over to joe noyons Please go ahead. please go ahead

Speaker 3: Thank you, Operator, and thank you everyone for joining us on the call. Before we begin, I'd like to remind everyone that this conference call may contain predictions, estimates, and other forward-looking statements regarding future events or future performance of Quest. Use of words like anticipate, project, estimate, expect, intend, believe, and other similar expressions are intended to identify those forward-looking statements. Such forward-looking statements are based on Quest's current expectations, estimates, projections, beliefs, and assumptions, and involve significant risk and uncertainties. Actual events or Quest results could differ materially from those discussed in the forward-looking statements as a result of various factors, which are discussed in greater detail in Quest filings with the Securities and Exchange Commission. Thank you, Operator, and thank you everyone for joining us on the call. thank you operator and thank you everyone for joining us on the call Before we begin, I'd like to remind everyone that this conference call may contain predictions, estimates, and other forward-looking statements regarding future events or future performance of Quest . before we begin i'd like to remind everyone that this conference call may contain predictions estimates and other forward-looking statements regarding future events or future performance of quest Use of words like anticipate, project, estimate, expect, intend, believe, and other similar expressions are intended to identify those forward-looking statements. use of words like anticipate project estimate expect intend believe and other similar expressions are intended to identify those forward-looking statements Such forward-looking statements are based on Quest's current expectations, estimates, projections, beliefs, and assumptions, and involve significant risk and uncertainties. such forward-looking statements are based on quest's current expectations estimates projections beliefs and assumptions and involve significant risk and uncertainties Actual events or Quest results could differ materially from those discussed in the forward-looking statements as a result of various factors, which are discussed in greater detail in Quest filings with the Securities and Exchange Commission. actual events or quest results could differ materially from those discussed in the forward-looking statements as a result of various factors which are discussed in greater detail in quest filings with the securities and exchange commission You are cautioned not to place undue reliance on such statements and to consult our SEC filings for additional risk and uncertainties. Quest forward-looking statements are presented as of the date made, and we disclaim any duty to update such statements unless required by law to do so. In addition, in this call, we may include industry and market data and other statistical information, as well as Quest observations and views about industry conditions and developments. The data and information are based on Quest estimates, independent publications, government publications, and reports by market research firms and other sources. Although Quest believes these sources are reliable and the data and other information are accurate, we caution that Quest does not independently verify the reliability of the sources or the accuracy of the information. You are cautioned not to place undue reliance on such statements and to consult our SEC filings for additional risk and uncertainties. you are cautioned not to place undue reliance on such statements and to consult our sec filings for additional risk and uncertainties Quest forward-looking statements are presented as of the date made, and we disclaim any duty to update such statements unless required by law to do so. quest forward-looking statements are presented as of the date made and we disclaim any duty to update such statements unless required by law to do so In addition, in this call, we may include industry and market data and other statistical information, as well as Quest observations and views about industry conditions and developments. in addition in this call we may include industry and market data and other statistical information as well as quest observations and views about industry conditions and developments The data and information are based on Quest estimates, independent publications, government publications, and reports by market research firms and other sources. Although Quest believes these sources are reliable and the data and other information are accurate, we caution that Quest does not independently verify the reliability of the sources or the accuracy of the information. the data and information are based on quest estimates independent publications government publications and reports by market research firms and other sources. although quest believes these sources are reliable and the data and other information are accurate we caution that quest does not independently verify the reliability of the sources or the accuracy of the information Certain non-GAAP financial measures will be disclosed during this call. These non-GAAP measures are used by management to make strategic decisions, forecast future results, and evaluate the company's current performance. Management believes the presentation of these non-GAAP financial measures is useful to investors' understanding and assessment of the company's ongoing core operations and prospects for the future. Unless it is otherwise stated, it should be assumed that any financials discussed in this call will be on a non-GAAP basis. Full reconciliations of non-GAAP to GAAP financial measures are included in today's earnings release. With all that said, I'll now turn the call over to Dan Friedberg, Chairman of the Board. Certain non-GAAP financial measures will be disclosed during this call. certain non-gaap financial measures will be disclosed during this call These non-GAAP measures are used by management to make strategic decisions, forecast future results, and evaluate the company's current performance. these non-gaap measures are used by management to make strategic decisions forecast future results and evaluate the company's current performance Management believes the presentation of these non-GAAP financial measures is useful to investors' understanding and assessment of the company's ongoing core operations and prospects for the future. management believes the presentation of these non-gaap financial measures is useful to investors' understanding and assessment of the company's ongoing core operations and prospects for the future Unless it is otherwise stated, it should be assumed that any financials discussed in this call will be on a non-GAAP basis. unless it is otherwise stated it should be assumed that any financials discussed in this call will be on a non-gaap basis Full reconciliations of non-GAAP to GAAP financial measures are included in today's earnings release. full reconciliations of non-gaap to gaap financial measures are included in today's earnings release With all that said, I'll now turn the call over to Dan Friedberg, Chairman of the Board. with all that said i'll now turn the call over to dan friedberg chairman of the board

Speaker 6: Good afternoon. Thank you for joining us on today's call. Overall, during the second quarter, our efforts to fundamentally improve our operations and produce more consistent financial results are on track, and we can clearly see a path for a more efficient, consistent, and profitable business. Last year's results were extremely disappointing. Some of the issues were market-based, but many were self-inflicted operational issues. We have made significant changes to our organization, culture, operating approach, and are addressing inefficiencies and variability across our business. We are making good progress and are seeing positive results, but it will take some time to see the full impact of all our initiatives. Some initiatives are short-term focused, others are longer-term oriented. They involve all aspects of the business across the entire workflow and all business functions. Good afternoon. good afternoon Thank you for joining us on today's call. thank you for joining us on today's call Overall, during the second quarter, our efforts to fundamentally improve our operations and produce more consistent financial results are on track, and we can clearly see a path for a more efficient, consistent, and profitable business. overall during the second quarter our efforts to fundamentally improve our operations and produce more consistent financial results are on track and we can clearly see a path for a more efficient consistent and profitable business Last year's results were extremely disappointing. last year's results were extremely disappointing Some of the issues were market-based, but many were self-inflicted operational issues. some of the issues were market-based but many were self-inflicted operational issues We have made significant changes to our organization, culture, operating approach, and are addressing inefficiencies and variability across our business. we have made significant changes to our organization culture operating approach and are addressing inefficiencies and variability across our business We are making good progress and are seeing positive results, but it will take some time to see the full impact of all our initiatives. we are making good progress and are seeing positive results but it will take some time to see the full impact of all our initiatives Some initiatives are short-term focused, others are longer-term oriented. some initiatives are short-term focused others are longer-term oriented They involve all aspects of the business across the entire workflow and all business functions. they involve all aspects of the business across the entire workflow and all business functions We are pleased to see the initial benefits from our efforts to improve operations and deliver superior financial returns. Perry and Brett will go into more detail on the call, but for example, our focus on improving cash generation is showing results. Our initiatives have helped us to generate $3.9 million of operating cash flow in the second quarter, and we have reduced debt by $6.6 million year to date. This remains a key area of focus, and we expect to see further improvements during the year. We are changing how we do business, changing our culture, improving operations, and laying the groundwork for sustainable, profitable growth. We are on our way, and although there is a lot to do, we see the initial benefits and can see a clear path to generating a growing, more consistent, and increasingly profitable business. We are pleased to see the initial benefits from our efforts to improve operations and deliver superior financial returns. we are pleased to see the initial benefits from our efforts to improve operations and deliver superior financial returns Perry and Brett will go into more detail on the call, but for example, our focus on improving cash generation is showing results. perry and brett will go into more detail on the call but for example our focus on improving cash generation is showing results Our initiatives have helped us to generate $3.9 million of operating cash flow in the second quarter, and we have reduced debt by $6.6 million year to date. our initiatives have helped us to generate $3.9 million of operating cash flow in the second quarter and we have reduced debt by $6.6 million year to date This remains a key area of focus, and we expect to see further improvements during the year. this remains a key area of focus and we expect to see further improvements during the year We are changing how we do business, changing our culture, improving operations, and laying the groundwork for sustainable, profitable growth. we are changing how we do business changing our culture improving operations and laying the groundwork for sustainable profitable growth We are on our way, and although there is a lot to do, we see the initial benefits and can see a clear path to generating a growing, more consistent, and increasingly profitable business. we are on our way and although there is a lot to do we see the initial benefits and can see a clear path to generating a growing more consistent and increasingly profitable business With that, I'll turn the call over to Brett and Perry. Brett? With that, I'll turn the call over to Brett and Perry. with that i'll turn the call over to brett and perry Brett? brett

Speaker 8: Thanks, Dan, and good afternoon, everyone. Revenue for the second quarter was $59.5 million, which was a decrease of 19% from a year ago and down 13% sequentially from the first quarter. Of the $9 million sequential decrease in revenue, approximately one-third was related to the mall-related business that was sold at the end of the first quarter. The bulk of the remaining decrease was related to decreased revenue from clients in the industrial end market. It is worth repeating that our relationships with these clients are strong, and there are long-term opportunities to grow with them as end-market conditions improve. This weakness is not isolated to Quest, but we expect it to continue from clients in this area. From first to second quarter, we did see modest sequential growth in revenue from new clients added during the past 18 months. Thanks, Dan, and good afternoon, everyone. thanks dan and good afternoon everyone Revenue for the second quarter was $59.5 million, which was a decrease of 19% from a year ago and down 13% sequentially from the first quarter. revenue for the second quarter was $59.5 million which was a decrease of 19% from a year ago and down 13% sequentially from the first quarter Of the $9 million sequential decrease in revenue, approximately one-third was related to the mall-related business that was sold at the end of the first quarter. of the $9 million sequential decrease in revenue approximately one-third was related to the mall-related business that was sold at the end of the first quarter The bulk of the remaining decrease was related to decreased revenue from clients in the industrial end market. the bulk of the remaining decrease was related to decreased revenue from clients in the industrial end market It is worth repeating that our relationships with these clients are strong, and there are long-term opportunities to grow with them as end-market conditions improve. it is worth repeating that our relationships with these clients are strong and there are long-term opportunities to grow with them as end-market conditions improve This weakness is not isolated to Quest , but we expect it to continue from clients in this area. this weakness is not isolated to quest but we expect it to continue from clients in this area From first to second quarter, we did see modest sequential growth in revenue from new clients added during the past 18 months. from first to second quarter we did see modest sequential growth in revenue from new clients added during the past 18 months We expect new clients to continue to provide incremental contribution in both revenue and gross profit dollars as we complete the rollout and optimize and expand services, which typically result in higher margins over time. During the second quarter, gross profit dollars were $11 million, up slightly from the first quarter. Despite the sequential decrease in revenue from the first to second quarters, we were able to demonstrate a slight sequential increase in gross profit dollars as optimization outweighed margin pressures and market headwinds. Partially reflected in our second quarter results, we are seeing gross margin pressure as we renew client engagements. Due to economic uncertainty, particularly in the industrial end markets, clients are looking to further reduce costs. Importantly, we feel confident in our proven ability to continuously drive cost savings by optimizing the waste streams for our clients. We expect new clients to continue to provide incremental contribution in both revenue and gross profit dollars as we complete the rollout and optimize and expand services, which typically result in higher margins over time. we expect new clients to continue to provide incremental contribution in both revenue and gross profit dollars as we complete the rollout and optimize and expand services which typically result in higher margins over time During the second quarter, gross profit dollars were $11 million, up slightly from the first quarter. during the second quarter gross profit dollars were $11 million up slightly from the first quarter Despite the sequential decrease in revenue from the first to second quarters, we were able to demonstrate a slight sequential increase in gross profit dollars as optimization outweighed margin pressures and market headwinds. despite the sequential decrease in revenue from the first to second quarters we were able to demonstrate a slight sequential increase in gross profit dollars as optimization outweighed margin pressures and market headwinds Partially reflected in our second quarter results, we are seeing gross margin pressure as we renew client engagements. partially reflected in our second quarter results we are seeing gross margin pressure as we renew client engagements Due to economic uncertainty, particularly in the industrial end markets, clients are looking to further reduce costs. due to economic uncertainty particularly in the industrial end markets clients are looking to further reduce costs Importantly, we feel confident in our proven ability to continuously drive cost savings by optimizing the waste streams for our clients. importantly we feel confident in our proven ability to continuously drive cost savings by optimizing the waste streams for our clients As we share in those cost savings and drive further internal operational efficiencies, we expect to return the margin profile on renewed business over time. Overall, as we look forward to third and fourth quarters, we expect sequential comparisons for gross profit dollars to be flat to slightly down in the third quarter and resume sequential growth in the fourth. We are being cautious about our outlook given the uncertainty related to client volumes in the industrial end market during the second half of the year. We also expect further impact from margin pressures in the third quarter. Therefore, we expect sequential comparisons from second to third quarter to be challenged, as it is likely to take more than one quarter for margin pressures from renewals to be offset by shared cost savings and the ramp of gross profit dollars from new clients. As we share in those cost savings and drive further internal operational efficiencies, we expect to return the margin profile on renewed business over time. as we share in those cost savings and drive further internal operational efficiencies we expect to return the margin profile on renewed business over time Overall, as we look forward to third and fourth quarters, we expect sequential comparisons for gross profit dollars to be flat to slightly down in the third quarter and resume sequential growth in the fourth. overall as we look forward to third and fourth quarters we expect sequential comparisons for gross profit dollars to be flat to slightly down in the third quarter and resume sequential growth in the fourth We are being cautious about our outlook given the uncertainty related to client volumes in the industrial end market during the second half of the year. we are being cautious about our outlook given the uncertainty related to client volumes in the industrial end market during the second half of the year We also expect further impact from margin pressures in the third quarter. we also expect further impact from margin pressures in the third quarter Therefore, we expect sequential comparisons from second to third quarter to be challenged, as it is likely to take more than one quarter for margin pressures from renewals to be offset by shared cost savings and the ramp of gross profit dollars from new clients. therefore we expect sequential comparisons from second to third quarter to be challenged as it is likely to take more than one quarter for margin pressures from renewals to be offset by shared cost savings and the ramp of gross profit dollars from new clients Despite the near-term headwinds, we remain confident in resuming sequential growth in the fourth quarter. Our confidence is based on our visibility into initiatives continuing to take hold as we optimize the business and with new clients and expansions with existing clients coming online in the fourth quarter. We will also continue to benefit from the reduction of temporary cost increases we discussed during the prior calls. As a reminder, we still anticipate the seasonal slowdown in volumes that typically occurs during the fourth quarter, which will somewhat offset these gains. Moving on to SG&A, which was $9.3 million during the second quarter, a decrease of $2.1 million sequentially from the first quarter. The sequential decrease was ahead of our expectations and was primarily related to the reduction in workforce, increased efficiencies, and the aggressive takeout of cost across the organization. Despite the near-term headwinds, we remain confident in resuming sequential growth in the fourth quarter. despite the near-term headwinds we remain confident in resuming sequential growth in the fourth quarter Our confidence is based on our visibility into initiatives continuing to take hold as we optimize the business and with new clients and expansions with existing clients coming online in the fourth quarter. our confidence is based on our visibility into initiatives continuing to take hold as we optimize the business and with new clients and expansions with existing clients coming online in the fourth quarter We will also continue to benefit from the reduction of temporary cost increases we discussed during the prior calls. we will also continue to benefit from the reduction of temporary cost increases we discussed during the prior calls As a reminder, we still anticipate the seasonal slowdown in volumes that typically occurs during the fourth quarter, which will somewhat offset these gains. as a reminder we still anticipate the seasonal slowdown in volumes that typically occurs during the fourth quarter which will somewhat offset these gains Moving on to SG&A, which was $9.3 million during the second quarter, a decrease of $2.1 million sequentially from the first quarter. moving on to sg&a which was $9.3 million during the second quarter a decrease of $2.1 million sequentially from the first quarter The sequential decrease was ahead of our expectations and was primarily related to the reduction in workforce, increased efficiencies, and the aggressive takeout of cost across the organization. the sequential decrease was ahead of our expectations and was primarily related to the reduction in workforce increased efficiencies and the aggressive takeout of cost across the organization For the third and fourth quarters, we expect SG&A costs to be mostly flat compared to the second quarter. Moving on to a review of the cash flows and balance sheet. At the end of the second quarter, we had $450,000 in cash and approximately $19 million of available borrowing capacity on our $45 million operating borrowing line. For the second quarter, we generated approximately $3.9 million in cash from operations, which was related to a decrease in working capital. Accelerating cash cycle times has been a clear priority for us this year, and we made incremental progress in the second quarter. While we still expect significant improvement, we did see a slight decrease in DSOs from the first to second quarter. For the third and fourth quarters, we expect SG&A costs to be mostly flat compared to the second quarter. for the third and fourth quarters we expect sg&a costs to be mostly flat compared to the second quarter Moving on to a review of the cash flows and balance sheet. moving on to a review of the cash flows and balance sheet At the end of the second quarter, we had $450,000 in cash and approximately $19 million of available borrowing capacity on our $45 million operating borrowing line. at the end of the second quarter we had $450,000 in cash and approximately $19 million of available borrowing capacity on our $45 million operating borrowing line For the second quarter, we generated approximately $3.9 million in cash from operations, which was related to a decrease in working capital. for the second quarter we generated approximately $3.9 million in cash from operations which was related to a decrease in working capital Accelerating cash cycle times has been a clear priority for us this year, and we made incremental progress in the second quarter. accelerating cash cycle times has been a clear priority for us this year and we made incremental progress in the second quarter While we still expect significant improvement, we did see a slight decrease in DSOs from the first to second quarter. while we still expect significant improvement we did see a slight decrease in dsos from the first to second quarter Our efforts to improve processes and systems are allowing us to bill more quickly, and we continue to tighten up on collection efforts with our clients, which will drive further improvements in DSOs in the quarters to come. On the payment side, we have addressed service issues experienced last year and improved our vendor communications, which is allowing us to bring payable days back in line with contracted terms, helping us to accelerate our cash cycle. With these improvements, we expect to generate significant operating cash flows during the remainder of the year. Our cash initiatives contributed to the $6.6 million paydown in debt year to date. At the end of the quarter, we had $69.7 million in net notes payable versus $76.3 million at the beginning of the year. Our efforts to improve processes and systems are allowing us to bill more quickly, and we continue to tighten up on collection efforts with our clients, which will drive further improvements in DSOs in the quarters to come. our efforts to improve processes and systems are allowing us to bill more quickly and we continue to tighten up on collection efforts with our clients which will drive further improvements in dsos in the quarters to come On the payment side, we have addressed service issues experienced last year and improved our vendor communications, which is allowing us to bring payable days back in line with contracted terms, helping us to accelerate our cash cycle. on the payment side we have addressed service issues experienced last year and improved our vendor communications which is allowing us to bring payable days back in line with contracted terms helping us to accelerate our cash cycle With these improvements, we expect to generate significant operating cash flows during the remainder of the year. with these improvements we expect to generate significant operating cash flows during the remainder of the year Our cash initiatives contributed to the $6.6 million paydown in debt year to date. our cash initiatives contributed to the $6.6 million paydown in debt year to date At the end of the quarter, we had $69.7 million in net notes payable versus $76.3 million at the beginning of the year. at the end of the quarter we had $69.7 million in net notes payable versus $76.3 million at the beginning of the year We expect to continue to aggressively reduce debt in the second half of the year as these cash initiatives continue to take hold. At this time, I'll turn the call over to Perry. We expect to continue to aggressively reduce debt in the second half of the year as these cash initiatives continue to take hold. we expect to continue to aggressively reduce debt in the second half of the year as these cash initiatives continue to take hold At this time, I'll turn the call over to Perry. at this time i'll turn the call over to perry

Speaker 9: Thank you, Brett. We're encouraged by the sequential improvement in our financial results from the hard work we have done to establish an organization deeply rooted in operational excellence. Equally exciting is the cultural shift we are experiencing, which is delivering short-term benefits while positioning us to create long-term value for our clients, employees, and shareholders. As always, our culture remains firmly client-centric, focused on providing innovative solutions and exceptional value. At the same time, we are placing a stronger emphasis on performance and accountability. While we're still in the early stages of this improvement process, I'm very encouraged by the progress we have made in a short period of time. Thank you, Brett. thank you brett We're encouraged by the sequential improvement in our financial results from the hard work we have done to establish an organization deeply rooted in operational excellence. we're encouraged by the sequential improvement in our financial results from the hard work we have done to establish an organization deeply rooted in operational excellence Equally exciting is the cultural shift we are experiencing, which is delivering short-term benefits while positioning us to create long-term value for our clients, employees, and shareholders. equally exciting is the cultural shift we are experiencing which is delivering short-term benefits while positioning us to create long-term value for our clients employees and shareholders As always, our culture remains firmly client-centric, focused on providing innovative solutions and exceptional value. as always our culture remains firmly client-centric focused on providing innovative solutions and exceptional value At the same time, we are placing a stronger emphasis on performance and accountability. at the same time we are placing a stronger emphasis on performance and accountability While we're still in the early stages of this improvement process, I'm very encouraged by the progress we have made in a short period of time. while we're still in the early stages of this improvement process i'm very encouraged by the progress we have made in a short period of time We have established key internal metrics and improved processes that we are using to benchmark, measure, and target improvement opportunities across the entire organization. Defining excellence and setting high standards is a key to coaching, developing, and motivating employees, and our team has embraced these changes with enthusiasm. Internally, we've seen better communication with vendors and with clients. Employees are holding each other accountable and contributing ideas to make continuous improvement. Through our operational excellence initiative, we have developed workflows and process improvements across our value chain. These improvements have enhanced our AP platform, significantly reducing costly exceptions and disruptions to our vendors and clients. As Brett said earlier, improvements in this area are allowing us to bill our clients at a faster pace and helping to improve vendor invoice processing, both of which are reducing cash cycle times and improving cash flow. We have established key internal metrics and improved processes that we are using to benchmark, measure, and target improvement opportunities across the entire organization. we have established key internal metrics and improved processes that we are using to benchmark measure and target improvement opportunities across the entire organization Defining excellence and setting high standards is a key to coaching, developing, and motivating employees, and our team has embraced these changes with enthusiasm. defining excellence and setting high standards is a key to coaching developing and motivating employees and our team has embraced these changes with enthusiasm Internally, we've seen better communication with vendors and with clients. internally we've seen better communication with vendors and with clients Employees are holding each other accountable and contributing ideas to make continuous improvement. employees are holding each other accountable and contributing ideas to make continuous improvement Through our operational excellence initiative, we have developed workflows and process improvements across our value chain. through our operational excellence initiative we have developed workflows and process improvements across our value chain These improvements have enhanced our AP platform, significantly reducing costly exceptions and disruptions to our vendors and clients. these improvements have enhanced our ap platform significantly reducing costly exceptions and disruptions to our vendors and clients As Brett said earlier, improvements in this area are allowing us to bill our clients at a faster pace and helping to improve vendor invoice processing, both of which are reducing cash cycle times and improving cash flow. as brett said earlier improvements in this area are allowing us to bill our clients at a faster pace and helping to improve vendor invoice processing both of which are reducing cash cycle times and improving cash flow Our vendors are asking for more of our business, providing us with solid negotiating leverage. We are well on our way to making significant operational improvements that will drive improved profitability, enhance client experience, and a winning company culture. These take time as we fundamentally improve our operating practices. In parallel, we have also been hard at work to drive growth in revenue and gross profit dollars from both existing and new clients. First, we are very focused on expanding our share of wallet with existing clients. For example, during the second quarter, we were awarded an expansion with an existing client that is a large retailer. We had been servicing this client in a limited region, and by demonstrating our value proposition, they rewarded us by doubling the number of locations we are now servicing. Our vendors are asking for more of our business, providing us with solid negotiating leverage. our vendors are asking for more of our business providing us with solid negotiating leverage We are well on our way to making significant operational improvements that will drive improved profitability, enhance client experience, and a winning company culture. we are well on our way to making significant operational improvements that will drive improved profitability enhance client experience and a winning company culture These take time as we fundamentally improve our operating practices. these take time as we fundamentally improve our operating practices In parallel, we have also been hard at work to drive growth in revenue and gross profit dollars from both existing and new clients. in parallel we have also been hard at work to drive growth in revenue and gross profit dollars from both existing and new clients First, we are very focused on expanding our share of wallet with existing clients. first we are very focused on expanding our share of wallet with existing clients For example, during the second quarter, we were awarded an expansion with an existing client that is a large retailer. for example during the second quarter we were awarded an expansion with an existing client that is a large retailer We had been servicing this client in a limited region, and by demonstrating our value proposition, they rewarded us by doubling the number of locations we are now servicing. we had been servicing this client in a limited region and by demonstrating our value proposition they rewarded us by doubling the number of locations we are now servicing I'll point out that this was a competitive win, and we were chosen based on the quality of our service execution and not based on price. There are many opportunities that include geographic and service line expansion within our installed base, and we expect wallet share gains to continue to be a consistent area of growth for our company. We have refined our share of wallet process by partnering our sales organization with our client solutions team to utilize our key relationships with our best sales skills to maximize this growth initiative. The second source of organic growth will come from adding new clients. In the past, we made significant changes to our sales organization that have resulted in a robust pipeline of new business. Our sales force is executing a structured and disciplined plan, and we have added several new clients during the first half of the year. I'll point out that this was a competitive win, and we were chosen based on the quality of our service execution and not based on price. i'll point out that this was a competitive win and we were chosen based on the quality of our service execution and not based on price There are many opportunities that include geographic and service line expansion within our installed base, and we expect wallet share gains to continue to be a consistent area of growth for our company. there are many opportunities that include geographic and service line expansion within our installed base and we expect wallet share gains to continue to be a consistent area of growth for our company We have refined our share of wallet process by partnering our sales organization with our client solutions team to utilize our key relationships with our best sales skills to maximize this growth initiative. we have refined our share of wallet process by partnering our sales organization with our client solutions team to utilize our key relationships with our best sales skills to maximize this growth initiative The second source of organic growth will come from adding new clients. the second source of organic growth will come from adding new clients In the past, we made significant changes to our sales organization that have resulted in a robust pipeline of new business. in the past we made significant changes to our sales organization that have resulted in a robust pipeline of new business Our sales force is executing a structured and disciplined plan, and we have added several new clients during the first half of the year. our sales force is executing a structured and disciplined plan and we have added several new clients during the first half of the year With that said, the pace of adding new clients has been slower than last year and slower than what we had anticipated. Deals are moving through the pipeline and have not fallen out, but due to economic uncertainty, clients are just taking longer to make the decision to move forward. For example, at the end of the second quarter, we signed an agreement with a new client in the restaurant industry that had been at the goal line for nearly a year. I will point out that this was also a competitive win. The client chose us over a large integrated waste provider based on our value proposition and our client advocacy approach. We have more deals in the pipeline that are at the goal line. While the timing of these deals is uncertain, we are the only new provider still being considered. With that said, the pace of adding new clients has been slower than last year and slower than what we had anticipated. with that said the pace of adding new clients has been slower than last year and slower than what we had anticipated Deals are moving through the pipeline and have not fallen out, but due to economic uncertainty, clients are just taking longer to make the decision to move forward. deals are moving through the pipeline and have not fallen out but due to economic uncertainty clients are just taking longer to make the decision to move forward For example, at the end of the second quarter, we signed an agreement with a new client in the restaurant industry that had been at the goal line for nearly a year. for example at the end of the second quarter we signed an agreement with a new client in the restaurant industry that had been at the goal line for nearly a year I will point out that this was also a competitive win. i will point out that this was also a competitive win The client chose us over a large integrated waste provider based on our value proposition and our client advocacy approach. the client chose us over a large integrated waste provider based on our value proposition and our client advocacy approach We have more deals in the pipeline that are at the goal line. we have more deals in the pipeline that are at the goal line While the timing of these deals is uncertain, we are the only new provider still being considered. while the timing of these deals is uncertain we are the only new provider still being considered I can't predict when they will close, but I feel confident given our value proposition and our sales organization, we will win more than our fair share of the new business. In addition, we expect gross profit dollar growth to come from optimizing the services with existing clients. As we have described in the past, over time, we are constantly looking for ways to reduce costs and optimize the service levels of our clients. We share in these improvements with our clients, and over time, we consistently improve the margin profile of the business. This is particularly the case for the large number of new clients that we have been onboarding over the past several quarters. This optimization is well underway, and we expect to see continued improvement in the margin profile of new clients. I can't predict when they will close, but I feel confident given our value proposition and our sales organization, we will win more than our fair share of the new business. i can't predict when they will close but i feel confident given our value proposition and our sales organization we will win more than our fair share of the new business In addition, we expect gross profit dollar growth to come from optimizing the services with existing clients. in addition we expect gross profit dollar growth to come from optimizing the services with existing clients As we have described in the past, over time, we are constantly looking for ways to reduce costs and optimize the service levels of our clients. as we have described in the past over time we are constantly looking for ways to reduce costs and optimize the service levels of our clients We share in these improvements with our clients, and over time, we consistently improve the margin profile of the business. we share in these improvements with our clients and over time we consistently improve the margin profile of the business This is particularly the case for the large number of new clients that we have been onboarding over the past several quarters. this is particularly the case for the large number of new clients that we have been onboarding over the past several quarters This optimization is well underway, and we expect to see continued improvement in the margin profile of new clients. this optimization is well underway and we expect to see continued improvement in the margin profile of new clients In addition, given our confidence in our ability to optimize services, in some cases, we are taking lower upfront contracted margin in exchange for a greater share of the cost savings. This allows us to maintain or improve our margin profile over time and further strengthens the client relationship. Regarding our outlook, the actions we have taken are beginning to show results. We saw the effects of the reduction in force and efficiency initiatives on the SG&A line during the second quarter. In addition, the cost we incurred on a temporary basis related to onboarding new clients and the transition to a new AP system are abating. These and the other initiatives underway are continuing to take hold, and we expect steady improvement as we move through the year. Historically, we have performed well during economic downturns, and we are monitoring our clients and markets closely. In addition, given our confidence in our ability to optimize services, in some cases, we are taking lower upfront contracted margin in exchange for a greater share of the cost savings. in addition given our confidence in our ability to optimize services in some cases we are taking lower upfront contracted margin in exchange for a greater share of the cost savings This allows us to maintain or improve our margin profile over time and further strengthens the client relationship. this allows us to maintain or improve our margin profile over time and further strengthens the client relationship Regarding our outlook, the actions we have taken are beginning to show results. regarding our outlook the actions we have taken are beginning to show results We saw the effects of the reduction in force and efficiency initiatives on the SG&A line during the second quarter. we saw the effects of the reduction in force and efficiency initiatives on the sg&a line during the second quarter In addition, the cost we incurred on a temporary basis related to onboarding new clients and the transition to a new AP system are abating. in addition the cost we incurred on a temporary basis related to onboarding new clients and the transition to a new ap system are abating These and the other initiatives underway are continuing to take hold, and we expect steady improvement as we move through the year. these and the other initiatives underway are continuing to take hold and we expect steady improvement as we move through the year Historically, we have performed well during economic downturns, and we are monitoring our clients and markets closely. historically we have performed well during economic downturns and we are monitoring our clients and markets closely Our industrial clients have shown weakness, and given the uncertainty in the economy generally, volumes with them continue to be impacted. With that said, we have great relationships with these clients and believe there are opportunities to do more with them in the longer term. As is often the case during times of uncertainty, we are feeling some margin pressure as we are renewing business across a range of clients. We believe these effects are temporary, and we expect to improve margin profiles by optimizing service levels and delivering continuous operational improvements. For the near term, there is a degree of uncertainty amongst new client prospects, which will likely continue to affect the pace of adding new business. With that said, we are adding new clients and growing our share of wallet with existing clients, both of which should provide sequential contribution during the back half of the year. Our industrial clients have shown weakness, and given the uncertainty in the economy generally, volumes with them continue to be impacted. our industrial clients have shown weakness and given the uncertainty in the economy generally volumes with them continue to be impacted With that said, we have great relationships with these clients and believe there are opportunities to do more with them in the longer term. with that said we have great relationships with these clients and believe there are opportunities to do more with them in the longer term As is often the case during times of uncertainty, we are feeling some margin pressure as we are renewing business across a range of clients. as is often the case during times of uncertainty we are feeling some margin pressure as we are renewing business across a range of clients We believe these effects are temporary, and we expect to improve margin profiles by optimizing service levels and delivering continuous operational improvements. we believe these effects are temporary and we expect to improve margin profiles by optimizing service levels and delivering continuous operational improvements For the near term, there is a degree of uncertainty amongst new client prospects, which will likely continue to affect the pace of adding new business. for the near term there is a degree of uncertainty amongst new client prospects which will likely continue to affect the pace of adding new business With that said, we are adding new clients and growing our share of wallet with existing clients, both of which should provide sequential contribution during the back half of the year. with that said we are adding new clients and growing our share of wallet with existing clients both of which should provide sequential contribution during the back half of the year Before we open it up for questions, I want to reiterate what we said last quarter. The board, management, and our entire team are committed to aggressively drive change and enhance shareholder value. The market for our asset-light model remains robust. We are gaining share. Clients are providing us with strong references. We have opportunities to increase our share of wallet, and our cost-oriented value proposition is resonating loudly. In addition, we are committed to maintaining a solid balance sheet, and our priority for capital allocation remains the repayment of debt. We are and will continue to take decisive action to improve our ability to execute, generating consistent, sustainable, and profitable growth going forward. We would now like the operator to provide instructions on how listeners can queue up for questions. Operator? Before we open it up for questions, I want to reiterate what we said last quarter. before we open it up for questions i want to reiterate what we said last quarter The board, management, and our entire team are committed to aggressively drive change and enhance shareholder value. the board management and our entire team are committed to aggressively drive change and enhance shareholder value The market for our asset-light model remains robust. the market for our asset-light model remains robust We are gaining share. we are gaining share Clients are providing us with strong references. clients are providing us with strong references We have opportunities to increase our share of wallet, and our cost-oriented value proposition is resonating loudly. we have opportunities to increase our share of wallet and our cost-oriented value proposition is resonating loudly In addition, we are committed to maintaining a solid balance sheet, and our priority for capital allocation remains the repayment of debt. in addition we are committed to maintaining a solid balance sheet and our priority for capital allocation remains the repayment of debt We are and will continue to take decisive action to improve our ability to execute, generating consistent, sustainable, and profitable growth going forward. we are and will continue to take decisive action to improve our ability to execute generating consistent sustainable and profitable growth going forward We would now like the operator to provide instructions on how listeners can queue up for questions. we would now like the operator to provide instructions on how listeners can queue up for questions Operator? operator

Speaker 10: Thank you very much. Ladies and gentlemen, we will now begin the question-and-answer session. Should you have a question, please press Star followed by the number one on your touch-tone phone. You will hear a prompt that your hand has been raised. Should you wish to decline from the polling process, please press Star followed by the number two. If you are using a speakerphone, please make sure to lift your handset before pressing any keys. Your first question comes from the line of Gerry Sweeney. Please go ahead. Thank you very much. thank you very much Ladies and gentlemen, we will now begin the question- and- answer session. ladies and gentlemen we will now begin the question- and- answer session Should you have a question, please press Star followed by the number one on your touch-tone phone. should you have a question please press star followed by the number one on your touch-tone phone You will hear a prompt that your hand has been raised. you will hear a prompt that your hand has been raised Should you wish to decline from the polling process, please press Star followed by the number two. should you wish to decline from the polling process please press star followed by the number two If you are using a speakerphone, please make sure to lift your handset before pressing any keys. if you are using a speakerphone please make sure to lift your handset before pressing any keys Your first question comes from the line of Gerry Sweeney. your first question comes from the line of gerry sweeney Please go ahead. please go ahead

Speaker 2: Good afternoon. Thanks for taking my call. Good afternoon. good afternoon Thanks for taking my call. thanks for taking my call

Speaker 8: Hey, Gerry. Hey, Gerry. hey gerry

Speaker 9: Hey, Gerry. Hey, Gerry. hey gerry

Speaker 2: I want to start with revenue. I think a little bit higher decline than anticipated. I think you called out the industrial space in particular, but also said you expect continued weakness on that front. Is this slowing down? Is this weakness going to be slowing down? Has it abated and going to be staying down? The opposite side of that, any hopes for green shoots in the next quarter or two? It does feel like the economy in general was a little rough in the first half, but maybe catching its stride now. I want to start with revenue. i want to start with revenue I think a little bit higher decline than anticipated. i think a little bit higher decline than anticipated I think you called out the industrial space in particular, but also said you expect continued weakness on that front. i think you called out the industrial space in particular but also said you expect continued weakness on that front Is this slowing down? is this slowing down Is this weakness going to be slowing down? is this weakness going to be slowing down Has it abated and going to be staying down? has it abated and going to be staying down The opposite side of that, any hopes for green shoots in the next quarter or two? the opposite side of that any hopes for green shoots in the next quarter or two It does feel like the economy in general was a little rough in the first half, but maybe catching its stride now. it does feel like the economy in general was a little rough in the first half but maybe catching its stride now

Speaker 9: Hi, Jerry. This is Perry. I think our industrials will continue to follow the general economy. It's tough to have any predictions on what's to come. I think the general uncertainty caused by the current economic conditions, tariffs, etc., have caused some challenges in our industrial sector. I think that follows along with the general economy. If we see some improvement, I think our industrials will follow suit. I'll tell you that our other sectors are doing rather well. Our food space sector, our grocery sector, they seem to be doing very well. One of the strategies that we've had over the last year is to build out a much more well-rounded portfolio to kind of offset some of those implications. Hi, Jerry. hi jerry This is Perry. this is perry I think our industrials will continue to follow the general economy. i think our industrials will continue to follow the general economy It's tough to have any predictions on what's to come. it's tough to have any predictions on what's to come I think the general uncertainty caused by the current economic conditions, tariffs, etc. , have caused some challenges in our industrial sector. i think the general uncertainty caused by the current economic conditions tariffs etc have caused some challenges in our industrial sector I think that follows along with the general economy. i think that follows along with the general economy If we see some improvement, I think our industrials will follow suit. if we see some improvement i think our industrials will follow suit I'll tell you that our other sectors are doing rather well. i'll tell you that our other sectors are doing rather well Our food space sector, our grocery sector, they seem to be doing very well. our food space sector our grocery sector they seem to be doing very well One of the strategies that we've had over the last year is to build out a much more well-rounded portfolio to kind of offset some of those implications. one of the strategies that we've had over the last year is to build out a much more well-rounded portfolio to kind of offset some of those implications

Speaker 2: How much, and I don't know if you've given this in the past, I apologize, and you may not want to give it here, which is fine as well, but how much of your revenue is oriented towards industrial? How much, and I don't know if you've given this in the past, I apologize, and you may not want to give it here, which is fine as well, but how much of your revenue is oriented towards industrial? how much and i don't know if you've given this in the past i apologize and you may not want to give it here which is fine as well but how much of your revenue is oriented towards industrial

Speaker 9: We don't, we've never given that, and we continue not to do that. We don't, we've never given that, and we continue not to do that. we don't we've never given that and we continue not to do that

Speaker 2: Sure. Sure. sure

Speaker 9: But so. But so. but so

Speaker 2: We can leave it there and make it easy for you. We can leave it there and make it easy for you. we can leave it there and make it easy for you

Speaker 9: Thank you. Thank you. thank you

Speaker 2: All right. If you're not going to do it, it's all good. Margin pressure on that front, it sounds like you're getting pressure from renewals. On that front, is that across all industries, or is that more oriented towards industrial? Separately, is this a larger sort of renewal year than maybe some next year or the year or a year ago prior? Just curious of the size of it. All right. all right If you're not going to do it, it's all good. if you're not going to do it it's all good Margin pressure on that front, it sounds like you're getting pressure from renewals. margin pressure on that front it sounds like you're getting pressure from renewals On that front, is that across all industries, or is that more oriented towards industrial? on that front is that across all industries or is that more oriented towards industrial Separately, is this a larger sort of renewal year than maybe some next year or the year or a year ago prior? separately is this a larger sort of renewal year than maybe some next year or the year or a year ago prior Just curious of the size of it. just curious of the size of it

Speaker 9: Yeah. Yep. No, very good question. Let me answer your last question first. This is pretty normal. Our typical contracts run for three to five years. There is nothing unusual about the renewal cycle this year. I'll tell you that it does not only affect industrial, but certainly our industrials are probably the most cost-sensitive at the moment. I'll tell you that whenever we renew for a slightly lower margin, we're always asking for something back, right? We will either get a larger share of the savings that we deliver for the customer, we may get better payment terms, or we may get a larger share of their business. There is a give and take. Yeah. yeah Yep. yep No, very good question. no very good question Let me answer your last question first. let me answer your last question first This is pretty normal. this is pretty normal Our typical contracts run for three to five years. our typical contracts run for three to five years There is nothing unusual about the renewal cycle this year. there is nothing unusual about the renewal cycle this year I'll tell you that it does not only affect industrial, but certainly our industrials are probably the most cost-sensitive at the moment. i'll tell you that it does not only affect industrial but certainly our industrials are probably the most cost-sensitive at the moment I'll tell you that whenever we renew for a slightly lower margin, we're always asking for something back, right? i'll tell you that whenever we renew for a slightly lower margin we're always asking for something back right We will either get a larger share of the savings that we deliver for the customer, we may get better payment terms, or we may get a larger share of their business. we will either get a larger share of the savings that we deliver for the customer we may get better payment terms or we may get a larger share of their business There is a give and take. there is a give and take For example, we did a renewal with one of our retail customers, and we gave a small consideration for the renewal, but we picked up all of their distribution centers, which were not under contract prior to that renewal. I think this is temporary. I think our industrials are the most sensitive, but we always try to get something back to regain the consideration for the renewal. You have to remember that the alternative to getting these renewed is these companies may have to take the business out to bid, which is something we definitely do not want them doing. For example, we did a renewal with one of our retail customers, and we gave a small consideration for the renewal, but we picked up all of their distribution centers, which were not under contract prior to that renewal. for example we did a renewal with one of our retail customers and we gave a small consideration for the renewal but we picked up all of their distribution centers which were not under contract prior to that renewal I think this is temporary. i think this is temporary I think our industrials are the most sensitive, but we always try to get something back to regain the consideration for the renewal. i think our industrials are the most sensitive but we always try to get something back to regain the consideration for the renewal You have to remember that the alternative to getting these renewed is these companies may have to take the business out to bid, which is something we definitely do not want them doing. you have to remember that the alternative to getting these renewed is these companies may have to take the business out to bid which is something we definitely do not want them doing

Speaker 2: Got it. One other question just on margins. Obviously, there's a big theme, efficiency, workflow, et cetera, and there was a nice uptick in margins quarter over quarter. I understand there could be some pressure on a go-forward basis, at least short term. How far along are you on your sort of short, or how far along are you on your initiatives? Got it. got it One other question just on margins. one other question just on margins Obviously, there's a big theme, efficiency, workflow, et cetera, and there was a nice uptick in margins quarter over quarter. obviously there's a big theme efficiency workflow et cetera and there was a nice uptick in margins quarter over quarter I understand there could be some pressure on a go-forward basis, at least short term. i understand there could be some pressure on a go-forward basis at least short term How far along are you on your sort of short, or how far along are you on your initiatives? how far along are you on your sort of short or how far along are you on your initiatives

Speaker 9: Yeah. This might be a good time. During our first call in March, we had kind of announced that we were going to deploy a number of process improvements and that we would talk a bit about those. Maybe this is a good time to give you some color around those. If you take a look at our entire workflow, there are really three primary workflows or processes. There is a source to contract. That is where we identify new prospective service providers, put them through our vetting process, sell them on the Quest value, then negotiate terms with them, payment terms, service requirements, expansion opportunities, CPI, etc., and then get them under contract. That is always going on. It is the opposite side of our business as sales, so it is constantly in motion. We are constantly working to find new service providers to service our customers. Yeah. yeah This might be a good time. this might be a good time During our first call in March, we had kind of announced that we were going to deploy a number of process improvements and that we would talk a bit about those. during our first call in march we had kind of announced that we were going to deploy a number of process improvements and that we would talk a bit about those Maybe this is a good time to give you some color around those. maybe this is a good time to give you some color around those If you take a look at our entire workflow, there are really three primary workflows or processes. There is a source to contract. if you take a look at our entire workflow, there are really three primary workflows or processes. there is a source to contract That is where we identify new prospective service providers, put them through our vetting process, sell them on the Quest value, then negotiate terms with them, payment terms, service requirements, expansion opportunities, CPI, etc., and then get them under contract. that is where we identify new prospective service providers put them through our vetting process sell them on the quest value then negotiate terms with them payment terms service requirements expansion opportunities cpi etc and then get them under contract That is always going on. that is always going on It is the opposite side of our business as sales, so it is constantly in motion. We are constantly working to find new service providers to service our customers. it is the opposite side of our business as sales so it is constantly in motion. we are constantly working to find new service providers to service our customers I will give you an idea of one of the projects we have going on there. It is called our market alignment project. This is where we are tracking unit costs, so cost per yard, cost per ton, disposal cost, just to make sure that we are getting the very best cost in every market that we operate in and making sure that within a given market our pricing is consistent. Since the onset of this project, we have seen a 200% improvement in the cost of sales from that initiative. The next major process is procure to pay. This is where we are procuring services. We are negotiating pricing from our vendors to provide services to our customer. This is the fulfillment part. Our customer requires a service, we have to fulfill that order, so we negotiate with the vendor. I will give you an idea of one of the projects we have going on there. It is called our market alignment project. i will give you an idea of one of the projects we have going on there. it is called our market alignment project This is where we are tracking unit costs, so cost per yard, cost per ton, disposal cost, just to make sure that we are getting the very best cost in every market that we operate in and making sure that within a given market our pricing is consistent. this is where we are tracking unit costs so cost per yard cost per ton disposal cost just to make sure that we are getting the very best cost in every market that we operate in and making sure that within a given market our pricing is consistent Since the onset of this project, we have seen a 200% improvement in the cost of sales from that initiative. since the onset of this project, we have seen a 200% improvement in the cost of sales from that initiative The next major process is procure to pay. the next major process is procure to pay This is where we are procuring services. We are negotiating pricing from our vendors to provide services to our customer. this is where we are procuring services. we are negotiating pricing from our vendors to provide services to our customer This is the fulfillment part. this is the fulfillment part Our customer requires a service, we have to fulfill that order, so we negotiate with the vendor. our customer requires a service we have to fulfill that order so we negotiate with the vendor Then we receive the vendor bill, run it through our AP processing platform, zero touch or one touch for exception management, process for payment, and make sure that we pay according to terms. You heard Brett mention earlier that due to some disruptions from the past, we were perhaps paying haulers and service providers ahead of schedule or ahead of terms. That was a major project of ours, to pay our vendors on time. Since March, there has been a 46% improvement in paying haulers on time. Obviously, paying them on time implies that we have extended those payments, so it has certainly contributed to cash generation. Processing bills, there are probably some questions about, do you, are you tracking production? There's been an 83% improvement in vendor bill processing on time, and the exceptions are way down. There's been a 30% improvement on exceptions. Then we receive the vendor bill, run it through our AP processing platform, zero touch or one touch for exception management, process for payment, and make sure that we pay according to terms. then we receive the vendor bill run it through our ap processing platform zero touch or one touch for exception management process for payment and make sure that we pay according to terms You heard Brett mention earlier that due to some disruptions from the past, we were perhaps paying haulers and service providers ahead of schedule or ahead of terms. you heard brett mention earlier that due to some disruptions from the past we were perhaps paying haulers and service providers ahead of schedule or ahead of terms That was a major project of ours, to pay our vendors on time. that was a major project of ours to pay our vendors on time Since March, there has been a 46% improvement in paying haulers on time. since march there has been a 46% improvement in paying haulers on time Obviously, paying them on time implies that we have extended those payments, so it has certainly contributed to cash generation. obviously paying them on time implies that we have extended those payments so it has certainly contributed to cash generation Processing bills, there are probably some questions about, do you, are you tracking production? processing bills there are probably some questions about do you are you tracking production There's been an 83% improvement in vendor bill processing on time, and the exceptions are way down. there's been an 83% improvement in vendor bill processing on time and the exceptions are way down There's been a 30% improvement on exceptions. there's been a 30% improvement on exceptions Exceptions can cause those disruptions that can be very costly. We've realized some very nice improvements in our procure-to-pay process. The last major process is what we call order-to-cash. That's when the customer requires a service, we fulfill that order, we dispatch that order to our service provider, we confirm that the service was executed, we then prepare invoices to our customer, and then we collect. There's been a significant effort to speed the rate of billing customers, and since March, there's been a significant improvement. One of the key metrics that we look at is the percent billed within 30 days. Typically in the waste business, when a service is provided, say in the month of July, the invoices start coming in in August. We consider billing on time as billed within 30 days. Exceptions can cause those disruptions that can be very costly. exceptions can cause those disruptions that can be very costly We've realized some very nice improvements in our procure-to-pay process. we've realized some very nice improvements in our procure-to-pay process The last major process is what we call order-to-cash. the last major process is what we call order-to-cash That's when the customer requires a service, we fulfill that order, we dispatch that order to our service provider, we confirm that the service was executed, we then prepare invoices to our customer, and then we collect. that's when the customer requires a service we fulfill that order we dispatch that order to our service provider we confirm that the service was executed we then prepare invoices to our customer and then we collect There's been a significant effort to speed the rate of billing customers, and since March, there's been a significant improvement. there's been a significant effort to speed the rate of billing customers and since march there's been a significant improvement One of the key metrics that we look at is the percent billed within 30 days. one of the key metrics that we look at is the percent billed within 30 days Typically in the waste business, when a service is provided, say in the month of July, the invoices start coming in in August. typically in the waste business when a service is provided say in the month of july the invoices start coming in in august We consider billing on time as billed within 30 days. we consider billing on time as billed within 30 days We have improved from 69% to 75% in June on billing customers on time, which obviously directly correlates to better cash management. The last, I know I said three major processes, we've also been involved in cleaning up our data. We had a massive purchase order and sales order cleanup. We use POs and SOs to track all the services that are requested and provided to our customers. There are many different reasons to have purchase orders or sales orders remain open. Sometimes they're requested, and then they're canceled or they're changed, et cetera. You have to keep those purchase orders and sales orders up to date and current. We've had an 84% improvement in POs and 78% improvement in SOs. That has allowed us to bill faster. It's going to create much less variability in our financials. We have improved from 69% to 75% in June on billing customers on time, which obviously directly correlates to better cash management. we have improved from 69% to 75% in june on billing customers on time which obviously directly correlates to better cash management The last, I know I said three major processes, we've also been involved in cleaning up our data. the last i know i said three major processes we've also been involved in cleaning up our data We had a massive purchase order and sales order cleanup. we had a massive purchase order and sales order cleanup We use POs and SOs to track all the services that are requested and provided to our customers. we use pos and sos to track all the services that are requested and provided to our customers There are many different reasons to have purchase orders or sales orders remain open. there are many different reasons to have purchase orders or sales orders remain open Sometimes they're requested, and then they're canceled or they're changed, et cetera. sometimes they're requested and then they're canceled or they're changed et cetera You have to keep those purchase orders and sales orders up to date and current. you have to keep those purchase orders and sales orders up to date and current We've had an 84% improvement in POs and 78% improvement in SOs. we've had an 84% improvement in pos and 78% improvement in sos That has allowed us to bill faster. that has allowed us to bill faster It's going to create much less variability in our financials. it's going to create much less variability in our financials For the first time, we now have flash reporting where we can get a view of our business on a weekly basis. There's probably more than you were looking for, but I just thought I'd give you kind of an update on some of the projects that we've been working on. For the first time, we now have flash reporting where we can get a view of our business on a weekly basis. for the first time we now have flash reporting where we can get a view of our business on a weekly basis There's probably more than you were looking for, but I just thought I'd give you kind of an update on some of the projects that we've been working on. there's probably more than you were looking for but i just thought i'd give you kind of an update on some of the projects that we've been working on

Speaker 2: What inning do you think we're in? What inning do you think we're in? what inning do you think we're in

Speaker 9: What inning do I think we're in? I would say we're probably in the bottom of the fourth. We still have a ways to go, but you know, what you're seeing from the results is that we're extracting more GP out of the business that we have. It's unfortunate that our business is a bit smaller today, largely driven by those industrials, but we're much more efficient and we're extracting more GP dollars out of the revenue that we have. What inning do I think we're in? what inning do i think we're in I would say we're probably in the bottom of the fourth. i would say we're probably in the bottom of the fourth We still have a ways to go, but you know, what you're seeing from the results is that we're extracting more GP out of the business that we have. we still have a ways to go but you know what you're seeing from the results is that we're extracting more gp out of the business that we have It's unfortunate that our business is a bit smaller today, largely driven by those industrials, but we're much more efficient and we're extracting more GP dollars out of the revenue that we have. it's unfortunate that our business is a bit smaller today largely driven by those industrials but we're much more efficient and we're extracting more gp dollars out of the revenue that we have

Speaker 2: Got it. Yeah, we can see it quarter-after-quarter. I already asked probably one too many questions, so I'll jump back in line. Got it. got it Yeah, we can see it quarter- after- quarter. yeah we can see it quarter- after- quarter I already asked probably one too many questions, so I'll jump back in line. i already asked probably one too many questions so i'll jump back in line

Speaker 9: Thank you. Thank you. thank you

Speaker 10: Your next question is from the line of Owen Rickert from Northland Capital Markets. Please go ahead. Your next question is from the line of Owen Rickert from Northland Capital Markets. your next question is from the line of owen rickert from northland capital markets Please go ahead. please go ahead

Speaker 5: Hey guys, thanks for taking that question. Just quickly, it sounds like debt paydown was kind of the main priority going forward, but is there any way you can talk about maybe potential reinvestment in technology or other growth initiatives just in combination with debt paydown? Anything to call out there? Hey guys, thanks for taking that question. hey guys thanks for taking that question Just quickly, it sounds like debt paydown was kind of the main priority going forward, but is there any way you can talk about maybe potential reinvestment in technology or other growth initiatives just in combination with debt paydown? just quickly it sounds like debt paydown was kind of the main priority going forward but is there any way you can talk about maybe potential reinvestment in technology or other growth initiatives just in combination with debt paydown Anything to call out there? anything to call out there

Speaker 9: I certainly think that is a key priority for us as well. I still think that the repayment of debt is number one. You hear us often talk about our AP platform. Just for clarity, our AP platform is just one component of our entire platform. I'm not sure if we've confused the market and created the illusion that the AP platform is our platform. It's not. It's one segment of our platform. Our key focus is on improved processes, which you've heard me talk about, and also automation. I definitely see investment in further tech development and automation as we move forward. Our key focus is still repayment of debt. I certainly think that is a key priority for us as well. i certainly think that is a key priority for us as well I still think that the repayment of debt is number one. i still think that the repayment of debt is number one You hear us often talk about our AP platform. you hear us often talk about our ap platform Just for clarity, our AP platform is just one component of our entire platform. just for clarity our ap platform is just one component of our entire platform I'm not sure if we've confused the market and created the illusion that the AP platform is our platform. i'm not sure if we've confused the market and created the illusion that the ap platform is our platform It's not. it's not It's one segment of our platform. it's one segment of our platform Our key focus is on improved processes, which you've heard me talk about, and also automation. our key focus is on improved processes which you've heard me talk about and also automation I definitely see investment in further tech development and automation as we move forward. i definitely see investment in further tech development and automation as we move forward Our key focus is still repayment of debt. our key focus is still repayment of debt

Speaker 6: Hey Owen, it's Dan Friedberg here. Just to follow up, from a board perspective, we're absolutely committed to what we talked about, which is debt, which is driving efficiencies, but also supporting the business so we can grow more quickly and more profitably. We see that coming down the pike as well. First and foremost, fixing the underlying processes, as you can hear from Perry's descriptions, is really the key step because it does unlock cash, it does increase efficiencies, it improves customer relationships and communications with customers and vendors, all of which are necessary to get to the next step. As Perry said, we're on the way there. Hey Owen, it's Dan Friedberg here. hey owen it's dan friedberg here Just to follow up, from a board perspective, we're absolutely committed to what we talked about, which is debt, which is driving efficiencies, but also supporting the business so we can grow more quickly and more profitably. just to follow up from a board perspective we're absolutely committed to what we talked about which is debt which is driving efficiencies but also supporting the business so we can grow more quickly and more profitably We see that coming down the pike as well. we see that coming down the pike as well First and foremost, fixing the underlying processes, as you can hear from Perry's descriptions, is really the key step because it does unlock cash, it does increase efficiencies, it improves customer relationships and communications with customers and vendors, all of which are necessary to get to the next step. first and foremost fixing the underlying processes as you can hear from perry's descriptions is really the key step because it does unlock cash it does increase efficiencies it improves customer relationships and communications with customers and vendors all of which are necessary to get to the next step As Perry said, we're on the way there. as perry said we're on the way there Once the processes are standardized, and we haven't talked about it yet, but Perry and Brett will talk about the excellence initiative, all that is enabling us to automate more successfully and more quickly to get to sort of the next level. All of that is part of the plan. We're in that first phase, which is cleaning up and driving basic efficiencies into the business. Once the processes are standardized, and we haven't talked about it yet, but Perry and Brett will talk about the excellence initiative, all that is enabling us to automate more successfully and more quickly to get to sort of the next level. once the processes are standardized and we haven't talked about it yet but perry and brett will talk about the excellence initiative all that is enabling us to automate more successfully and more quickly to get to sort of the next level All of that is part of the plan. all of that is part of the plan We're in that first phase, which is cleaning up and driving basic efficiencies into the business. we're in that first phase which is cleaning up and driving basic efficiencies into the business

Speaker 5: Great. Thanks, guys. Great. great Thanks, guys. thanks guys

Speaker 9: Thanks Owen. Thanks Owen. thanks owen

Speaker 10: Your next question is from the line of Aaron Spychalla from Craig-Hallum. Please go ahead. Your next question is from the line of Aaron Spychalla from Craig-Hallum. your next question is from the line of aaron spychalla from craig-hallum Please go ahead. please go ahead

Speaker 7: Yeah, hi Perry and Brett, thanks for taking the question. Maybe first for me, can you just give us an update on the ramping of some of the new business wins from the last year, and then also on the cost per customer onboarding and vendor management from the past couple of quarters? Are we getting towards the tail end of those implementations and costs there? Yeah, hi Perry and Brett, thanks for taking the question. yeah hi perry and brett thanks for taking the question Maybe first for me, can you just give us an update on the ramping of some of the new business wins from the last year, and then also on the cost per customer onboarding and vendor management from the past couple of quarters? maybe first for me can you just give us an update on the ramping of some of the new business wins from the last year and then also on the cost per customer onboarding and vendor management from the past couple of quarters Are we getting towards the tail end of those implementations and costs there? are we getting towards the tail end of those implementations and costs there

Speaker 9: Yeah, the implementations and onboarding is complete. Those temporary increases in cost, we're through that now. We are now in the optimization phase of those new customers. Step one is get them onboarded, get them accustomed to the new model that they're on, making sure that the billing is accurate, making sure our vendors completely understand the service requirements and expectations. All of that is done. It's a big lift up front. Now it's about service optimization, landfill diversion solutions. That's the normal model that we operate. We're past that now. As far as onboarding new customers, we have onboarded several new customers already this year, but they're not dropping on us all at once like they did last year. I don't anticipate the same pain that we had last year. Did that help? Yeah, the implementations and onboarding is complete. yeah the implementations and onboarding is complete Those temporary increases in cost, we're through that now. those temporary increases in cost we're through that now We are now in the optimization phase of those new customers. we are now in the optimization phase of those new customers Step one is get them onboarded, get them accustomed to the new model that they're on, making sure that the billing is accurate, making sure our vendors completely understand the service requirements and expectations. step one is get them onboarded get them accustomed to the new model that they're on making sure that the billing is accurate making sure our vendors completely understand the service requirements and expectations All of that is done. all of that is done It's a big lift up front. it's a big lift up front Now it's about service optimization, landfill diversion solutions. now it's about service optimization landfill diversion solutions That's the normal model that we operate. that's the normal model that we operate We're past that now. we're past that now As far as onboarding new customers, we have onboarded several new customers already this year, but they're not dropping on us all at once like they did last year. as far as onboarding new customers we have onboarded several new customers already this year but they're not dropping on us all at once like they did last year I don't anticipate the same pain that we had last year. i don't anticipate the same pain that we had last year Did that help? did that help

Speaker 7: Yeah, no, it's helpful. Thank you. On the client attrition front, is there new developments there, or is most of what, when you kind of talk about client attrition, is that just some of the stuff that we've seen over the past year? Yeah, no, it's helpful. yeah no it's helpful Thank you. thank you On the client attrition front, is there new developments there, or is most of what, when you kind of talk about client attrition, is that just some of the stuff that we've seen over the past year? on the client attrition front is there new developments there or is most of what when you kind of talk about client attrition is that just some of the stuff that we've seen over the past year

Speaker 9: Most of that attrition, you know, nothing has changed, right? It's from the difficult business, the mall business that we sold off, where we're counting the reduced volumes in industrials as attrition. We had a customer that was acquired, and that was part of the attrition. There's no new attrition. This business is a very sticky business. We have great relationships with our customers. We actually have a very high retention rate. I certainly don't expect, you know, to see the same rate of attrition that we had last year. Most of that attrition, you know, nothing has changed, right? most of that attrition you know nothing has changed right It's from the difficult business, the mall business that we sold off, where we're counting the reduced volumes in industrials as attrition. it's from the difficult business the mall business that we sold off where we're counting the reduced volumes in industrials as attrition We had a customer that was acquired, and that was part of the attrition. we had a customer that was acquired and that was part of the attrition There's no new attrition. there's no new attrition This business is a very sticky business. this business is a very sticky business We have great relationships with our customers. we have great relationships with our customers We actually have a very high retention rate. we actually have a very high retention rate I certainly don't expect, you know, to see the same rate of attrition that we had last year. i certainly don't expect you know to see the same rate of attrition that we had last year

Speaker 8: Yeah, I just add in, you know, about 80%- 90% of all of our attrition that we discussed was in the back half of last year. It's largely through all of our numbers going forward. Yeah, I just add in, you know, about 80%- 90% of all of our attrition that we discussed was in the back half of last year. yeah i just add in you know about 80%- 90% of all of our attrition that we discussed was in the back half of last year It's largely through all of our numbers going forward. it's largely through all of our numbers going forward

Speaker 7: Okay. Appreciate that. I saw the commentary on a new win, and I understand a little bit of the dynamics on the pipeline flowing. Can you just maybe talk about that new win, any kind of sizing there, and any key areas of focus in the pipeline from an end market perspective, maybe where you're seeing strength or traction? Okay. okay Appreciate that. appreciate that I saw the commentary on a new win, and I understand a little bit of the dynamics on the pipeline flowing. i saw the commentary on a new win and i understand a little bit of the dynamics on the pipeline flowing Can you just maybe talk about that new win, any kind of sizing there, and any key areas of focus in the pipeline from an end market perspective, maybe where you're seeing strength or traction? can you just maybe talk about that new win any kind of sizing there and any key areas of focus in the pipeline from an end market perspective maybe where you're seeing strength or traction

Speaker 9: Yeah. You know, we actually, for this quarter, had two nice wins. One was an expansion where we doubled the business with a large national retailer. We actually had a new customer come on board from the restaurant sector, a multinational restaurant chain. We typically don't talk much about the size of the accounts, but I will tell you that we really don't pursue anything under six figures. At a very minimum, if a client isn't spending at least $1 million or more per year, we're not pursuing them at the moment, unless we see an opportunity to take a small share and then rapidly expand it from there. Those two wins are in that size that all of our clients are. We've talked about seven and eight figure. We don't really get any more specific than that, but these two wins are in that size. Yeah. yeah You know, we actually, for this quarter, had two nice wins. you know we actually for this quarter had two nice wins One was an expansion where we doubled the business with a large national retailer. one was an expansion where we doubled the business with a large national retailer We actually had a new customer come on board from the restaurant sector, a multinational restaurant chain. we actually had a new customer come on board from the restaurant sector a multinational restaurant chain We typically don't talk much about the size of the accounts, but I will tell you that we really don't pursue anything under six figures. we typically don't talk much about the size of the accounts but i will tell you that we really don't pursue anything under six figures At a very minimum, if a client isn't spending at least $1 million or more per year, we're not pursuing them at the moment, unless we see an opportunity to take a small share and then rapidly expand it from there. at a very minimum if a client isn't spending at least $1 million or more per year we're not pursuing them at the moment unless we see an opportunity to take a small share and then rapidly expand it from there Those two wins are in that size that all of our clients are. those two wins are in that size that all of our clients are We've talked about seven and eight figure. we've talked about seven and eight figure We don't really get any more specific than that, but these two wins are in that size. we don't really get any more specific than that but these two wins are in that size

Speaker 7: All right. Thanks for that. Maybe one last one. I appreciate the commentary on the workflows, but in good cash flow generation this quarter, it sounds like there could be more to come. Are you still kind of confident in getting the DSOs down into that mid-60s range? I don't know if there's a timeframe for that, but any other color there would be helpful. All right. all right Thanks for that. thanks for that Maybe one last one. maybe one last one I appreciate the commentary on the workflows, but in good cash flow generation this quarter, it sounds like there could be more to come. i appreciate the commentary on the workflows but in good cash flow generation this quarter it sounds like there could be more to come Are you still kind of confident in getting the DSOs down into that mid-60s range? are you still kind of confident in getting the dsos down into that mid-60s range I don't know if there's a timeframe for that, but any other color there would be helpful. i don't know if there's a timeframe for that but any other color there would be helpful

Speaker 8: Hey, Aaron, this is Brett. I'll take that one. We certainly remain very confident about cash flow going into the second half of the year. As you pointed out, we had a really strong Q2, especially in the back half, as we really started to see those initiatives start to gain traction and push through the balance sheet, which was fantastic. We've still got some several opportunities to work through and remain confident. We may not get to all the way into the 60s by this year, but I certainly do expect that at some point as we get into next year. We're very confident about our ability to lower those as we move forward. We saw a little bit of improvement from Q1 to Q2, but really, we'll continue to see better improvement in the back half. Hey, Aaron, this is Brett . hey, aaron, this is brett I'll take that one. i'll take that one We certainly remain very confident about cash flow going into the second half of the year. we certainly remain very confident about cash flow going into the second half of the year As you pointed out, we had a really strong Q2, especially in the back half, as we really started to see those initiatives start to gain traction and push through the balance sheet, which was fantastic. as you pointed out we had a really strong q2 especially in the back half as we really started to see those initiatives start to gain traction and push through the balance sheet which was fantastic We've still got some several opportunities to work through and remain confident. we've still got some several opportunities to work through and remain confident We may not get to all the way into the 60s by this year, but I certainly do expect that at some point as we get into next year. we may not get to all the way into the 60s by this year but i certainly do expect that at some point as we get into next year We're very confident about our ability to lower those as we move forward. we're very confident about our ability to lower those as we move forward We saw a little bit of improvement from Q1 to Q2, but really, we'll continue to see better improvement in the back half. we saw a little bit of improvement from q1 to q2 but really we'll continue to see better improvement in the back half

Speaker 7: Understood. Thanks for taking the questions. I'll turn it over. Understood. understood Thanks for taking the questions. thanks for taking the questions I'll turn it over. i'll turn it over

Speaker 10: Your next question is from the line of Greg Kitt from Pinnacle Family Office. Please go ahead. Your next question is from the line of Greg Kitt from Pinnacle Family Office. your next question is from the line of greg kitt from pinnacle family office Please go ahead. please go ahead

Speaker 4: Thank you for taking my question. Brett, maybe you could give a little more color on what's giving you that confidence on the DSOs is getting, you know, it seems like there could be 10 days of opportunity here in the back half. Can you help us understand what makes you so confident? Thank you for taking my question. thank you for taking my question Brett, maybe you could give a little more color on what's giving you that confidence on the DSOs is getting, you know, it seems like there could be 10 days of opportunity here in the back half. brett maybe you could give a little more color on what's giving you that confidence on the dsos is getting you know it seems like there could be 10 days of opportunity here in the back half Can you help us understand what makes you so confident? can you help us understand what makes you so confident

Speaker 8: Yeah, absolutely, Greg. You know, cash management is a day-to-day activity for us right now. I'm confident just seeing the improvement that we continue to make day in and day out in our cash flows. As we talked about, accrued AR was one of the pieces that was holding us back and had driven AR or DSOs a little bit higher. Those take a little bit longer to work all the way through the balance sheet to collections. We were expecting that opportunity to push through to the back half of the year, but certainly the work that the teams are doing to build faster, the visibility we're getting from our systems has enhanced that as well. All those things are coming together. Yeah, absolutely, Greg. yeah absolutely greg You know, cash management is a day-to-day activity for us right now. you know cash management is a day-to-day activity for us right now I'm confident just seeing the improvement that we continue to make day in and day out in our cash flows. i'm confident just seeing the improvement that we continue to make day in and day out in our cash flows As we talked about, accrued AR was one of the pieces that was holding us back and had driven AR or DSOs a little bit higher. as we talked about accrued ar was one of the pieces that was holding us back and had driven ar or dsos a little bit higher Those take a little bit longer to work all the way through the balance sheet to collections. those take a little bit longer to work all the way through the balance sheet to collections We were expecting that opportunity to push through to the back half of the year, but certainly the work that the teams are doing to build faster, the visibility we're getting from our systems has enhanced that as well. we were expecting that opportunity to push through to the back half of the year but certainly the work that the teams are doing to build faster the visibility we're getting from our systems has enhanced that as well All those things are coming together. all those things are coming together Collections, you know, overall, I've mentioned we don't have any significant concerns from a collections activity, but there are opportunities to get a little bit tighter, manage our customers a little bit tighter. We're seeing that as well. There are just several different initiatives. It's hard to pinpoint just one, but just the day-to-day cash management that the teams are working on has been impressive. Collections, you know, overall, I've mentioned we don't have any significant concerns from a collections activity, but there are opportunities to get a little bit tighter, manage our customers a little bit tighter. collections you know overall i've mentioned we don't have any significant concerns from a collections activity but there are opportunities to get a little bit tighter manage our customers a little bit tighter We're seeing that as well. we're seeing that as well There are just several different initiatives. there are just several different initiatives It's hard to pinpoint just one, but just the day-to-day cash management that the teams are working on has been impressive. it's hard to pinpoint just one but just the day-to-day cash management that the teams are working on has been impressive

Speaker 4: Thank you. What you can control more easily is the payables. You've obviously flexed that pretty hard this year on the DSOs. It sounds like you're doing what you can, and some of the accruals take some time. Maybe just because the house, like what do I think needs to happen for this stock to work? I think the first thing is, you know, like gross profit and EBITDA growth, but maybe one tied for number one is free cash flow. AR is the biggest opportunity to do that in the nearer term. Would you consider giving us any sort of color on how you think about July, considering that some of these initiatives take time and you maybe haven't at the end of the June quarter? We just didn't have enough time to get through accruals to see real progress on the AR DSO side. Thank you. thank you What you can control more easily is the payables. what you can control more easily is the payables You've obviously flexed that pretty hard this year on the DSOs. you've obviously flexed that pretty hard this year on the dsos It sounds like you're doing what you can, and some of the accruals take some time. it sounds like you're doing what you can and some of the accruals take some time Maybe just because the house, like what do I think needs to happen for this stock to work? maybe just because the house like what do i think needs to happen for this stock to work I think the first thing is, you know, like gross profit and EBITDA growth, but maybe one tied for number one is free cash flow. i think the first thing is you know like gross profit and ebitda growth but maybe one tied for number one is free cash flow AR is the biggest opportunity to do that in the nearer term. ar is the biggest opportunity to do that in the nearer term Would you consider giving us any sort of color on how you think about July, considering that some of these initiatives take time and you maybe haven't at the end of the June quarter? would you consider giving us any sort of color on how you think about july considering that some of these initiatives take time and you maybe haven't at the end of the june quarter We just didn't have enough time to get through accruals to see real progress on the AR DSO side. we just didn't have enough time to get through accruals to see real progress on the ar dso side

Speaker 8: That's kind of back to the previous comment. Certainly, second half of the year, you know, we were seeing improvements, more improvement in the back half of Q2. That gives us confidence going forward. We've certainly continued to make improvements already, and we're excited about having those materialize and talking about those in Q3. That's kind of back to the previous comment. that's kind of back to the previous comment Certainly, second half of the year, you know, we were seeing improvements, more improvement in the back half of Q2. certainly second half of the year you know we were seeing improvements more improvement in the back half of q2 That gives us confidence going forward. that gives us confidence going forward We've certainly continued to make improvements already, and we're excited about having those materialize and talking about those in Q3. we've certainly continued to make improvements already and we're excited about having those materialize and talking about those in q3

Speaker 4: Thank you. Maybe one last one for me is I'm going back quite a ways. I think initially when I first started to look at Quest, it was the whole trend. This is going back, I don't know how many years, five, six, seven years. It was, we're only going to take business that we know is really profitable, and then we'll try to grow into maybe lower gross profit margin business lines, but there's still incremental dollars that we can pick up, and we don't have any additional material, like operating costs to win those gross profit dollars. What I feel like I'm hearing now is we'll take some margin that's changed a little bit. We'll take some business that's lower gross margin today because we feel really confident about our ability to reduce costs over time. Thank you. thank you Maybe one last one for me is I'm going back quite a ways. maybe one last one for me is i'm going back quite a ways I think initially when I first started to look at Quest , it was the whole trend. i think initially when i first started to look at quest it was the whole trend This is going back, I don't know how many years, five, six, seven years. this is going back i don't know how many years five six seven years It was, we're only going to take business that we know is really profitable, and then we'll try to grow into maybe lower gross profit margin business lines, but there's still incremental dollars that we can pick up, and we don't have any additional material, like operating costs to win those gross profit dollars. it was we're only going to take business that we know is really profitable and then we'll try to grow into maybe lower gross profit margin business lines but there's still incremental dollars that we can pick up and we don't have any additional material like operating costs to win those gross profit dollars What I feel like I'm hearing now is we'll take some margin that's changed a little bit. what i feel like i'm hearing now is we'll take some margin that's changed a little bit We'll take some business that's lower gross margin today because we feel really confident about our ability to reduce costs over time. we'll take some business that's lower gross margin today because we feel really confident about our ability to reduce costs over time Maybe it would be helpful for me to understand how you think about what is that timeline for you to reduce costs. I've historically thought about 12 months. I would love to hear your opinion, and is there a way to think about how material those improvements could potentially be? Maybe it would be helpful for me to understand how you think about what is that timeline for you to reduce costs. maybe it would be helpful for me to understand how you think about what is that timeline for you to reduce costs I've historically thought about 12 months. i've historically thought about 12 months I would love to hear your opinion, and is there a way to think about how material those improvements could potentially be? i would love to hear your opinion and is there a way to think about how material those improvements could potentially be

Speaker 9: Hey Greg, it's Perry. What you heard me talk about earlier today was really directly related to the few renewals that we've had. I'll tell you that the new business that we've onboarded this year actually is at a higher GP percentage as the new customers last year. We're actually being aggressive with our pricing. I think you're probably right. It's going to take a good year to fully optimize a customer, maybe even with certain ones, even a little bit longer if we're looking at share of wallet. The strategy really hasn't changed at all, right? It's land and expand. I think you've heard us talk about that before. Still, the strategy today, we have to be competitive enough to win the business. We don't sell price, we sell value. In today's kind of cost-focused environment, companies are taking a close look. Hey Greg, it's Perry. hey greg it's perry What you heard me talk about earlier today was really directly related to the few renewals that we've had. what you heard me talk about earlier today was really directly related to the few renewals that we've had I'll tell you that the new business that we've onboarded this year actually is at a higher GP percentage as the new customers last year. i'll tell you that the new business that we've onboarded this year actually is at a higher gp percentage as the new customers last year We're actually being aggressive with our pricing. we're actually being aggressive with our pricing I think you're probably right. i think you're probably right It's going to take a good year to fully optimize a customer, maybe even with certain ones, even a little bit longer if we're looking at share of wallet. it's going to take a good year to fully optimize a customer maybe even with certain ones even a little bit longer if we're looking at share of wallet The strategy really hasn't changed at all, right? the strategy really hasn't changed at all right It's land and expand. it's land and expand I think you've heard us talk about that before. i think you've heard us talk about that before Still, the strategy today, we have to be competitive enough to win the business. still the strategy today we have to be competitive enough to win the business We don't sell price, we sell value. we don't sell price we sell value In today's kind of cost-focused environment, companies are taking a close look. in today's kind of cost-focused environment companies are taking a close look I think we've done a great job by bringing on new business at a higher gross margin than we did last year. We still have an opportunity to grow. I think we've done a great job by bringing on new business at a higher gross margin than we did last year. i think we've done a great job by bringing on new business at a higher gross margin than we did last year We still have an opportunity to grow. we still have an opportunity to grow

Speaker 6: Hey Greg, it's Dan. Just to follow, I think you and I have been involved, and it's about the same time. The engine that drove Quest, now we've thought, more biased, was to land and expand. It was always bringing a customer and then growing gross margins by adding valuable services, not by taking incremental business at lower margins. What we are seeing, though, in addition to that, which Perry talked about in his script, is that there are opportunities for us, given our confidence in being able to deliver increases for the reasons that Perry described. We feel more confident to work with our clients to take a share of the profits. That's sort of the nuance. The underlying strategy and the way that Perry and Brett and the team have gone after it hasn't really changed. Hey Greg, it's Dan. hey greg it's dan Just to follow, I think you and I have been involved, and it's about the same time. just to follow i think you and i have been involved and it's about the same time The engine that drove Quest, now we've thought, more biased, was to land and expand. the engine that drove quest now we've thought more biased was to land and expand It was always bringing a customer and then growing gross margins by adding valuable services, not by taking incremental business at lower margins. it was always bringing a customer and then growing gross margins by adding valuable services not by taking incremental business at lower margins What we are seeing, though, in addition to that, which Perry talked about in his script, is that there are opportunities for us, given our confidence in being able to deliver increases for the reasons that Perry described. what we are seeing though in addition to that which perry talked about in his script, is that there are opportunities for us given our confidence in being able to deliver increases for the reasons that perry described We feel more confident to work with our clients to take a share of the profits. we feel more confident to work with our clients to take a share of the profits That's sort of the nuance. that's sort of the nuance The underlying strategy and the way that Perry and Brett and the team have gone after it hasn't really changed. the underlying strategy and the way that perry and brett and the team have gone after it hasn't really changed

Speaker 4: Thank you. I have one last question, and I guess it really goes to what sounds like some cyclicality with your industrial customers. I just, I guess I had addressed it head-on. There hasn't been any loss of any of those major industrial customers or loss of service lines. Has there been anything like that, or is this really cyclicality that is hitting us right now? I don't, maybe I'll just stop there. Thank you. thank you I have one last question, and I guess it really goes to what sounds like some cyclicality with your industrial customers. i have one last question and i guess it really goes to what sounds like some cyclicality with your industrial customers I just, I guess I had addressed it head-on. i just i guess i had addressed it head-on There hasn't been any loss of any of those major industrial customers or loss of service lines. there hasn't been any loss of any of those major industrial customers or loss of service lines Has there been anything like that, or is this really cyclicality that is hitting us right now? has there been anything like that or is this really cyclicality that is hitting us right now I don't, maybe I'll just stop there. i don't maybe i'll just stop there

Speaker 9: Yeah, Greg, there's been no loss, no loss of any industrial client and no loss of any line of business. This is simply a volume issue. Yeah, Greg, there's been no loss, no loss of any industrial client and no loss of any line of business. yeah greg there's been no loss no loss of any industrial client and no loss of any line of business This is simply a volume issue. this is simply a volume issue

Speaker 4: Okay. Thank you very much. Okay. okay Thank you very much. thank you very much

Speaker 9: Yeah, you're welcome. Yeah, you're welcome. yeah you're welcome

Speaker 10: Your last question is from the line of George Melas from MKH Management. Please go ahead. Your last question is from the line of George Melas from MKH Management. your last question is from the line of george melas from mkh management Please go ahead. please go ahead

Speaker 1: Thank you. Good afternoon. Thank you. thank you Good afternoon. good afternoon

Speaker 10: You're okay. You're okay. you're okay

Speaker 1: I want to try to dig a little bit deeper into the revenue decline. In the queue, you list your, of course, you don't name the customer, but you talk about your largest customer. They are down roughly $7 million, $7.3 million year-over-year. It means that all the other customers are down roughly $6 million. I think, Brett, you said roughly half of that, $3 million, is because of the RWS mall-based business. Essentially, if we look at the business, except for that very large customer, it's down $3 million year over year. Could you provide a little granularity there? Try to help us understand how much growth there was, how much, and how much decline there was. Brett, you did that, I think, in previous quarters. I want to try to dig a little bit deeper into the revenue decline. i want to try to dig a little bit deeper into the revenue decline In the queue, you list your, of course, you don't name the customer, but you talk about your largest customer. in the queue you list your of course you don't name the customer but you talk about your largest customer They are down roughly $7 million, $7.3 million year- over- year. they are down roughly $7 million $7.3 million year- over- year It means that all the other customers are down roughly $6 million. it means that all the other customers are down roughly $6 million I think, Brett, you said roughly half of that, $3 million, is because of the RWS mall-based business. i think brett you said roughly half of that $3 million is because of the rws mall-based business Essentially, if we look at the business, except for that very large customer, it's down $3 million year over year. essentially if we look at the business except for that very large customer it's down $3 million year over year Could you provide a little granularity there? could you provide a little granularity there Try to help us understand how much growth there was, how much, and how much decline there was. try to help us understand how much growth there was how much and how much decline there was Brett, you did that, I think, in previous quarters. brett you did that i think in previous quarters Try to help us understand that some parts of the business had declined, but you also added a significant number and ramped up a significant number of new customers in the second half of last year. Could you elaborate on that a little bit? Try to help us understand that some parts of the business had declined, but you also added a significant number and ramped up a significant number of new customers in the second half of last year. try to help us understand that some parts of the business had declined but you also added a significant number and ramped up a significant number of new customers in the second half of last year Could you elaborate on that a little bit? could you elaborate on that a little bit

Speaker 8: Yeah, George, I'll just kind of walk through, you pointed to the queue, so I can kind of walk through where we were at with the MDNA. Year-over-year, revenues were down $13.6 million, right? We did call out that roughly $17 million of that was related to both the industrials and divested REIT business, which was $3 million. That alone, those two factors alone contribute to all of the growth. We were actually up overall year-over-year in revenue. Aside from those, and to your point, that is bringing on the new customers, which contributed $8 million in incremental revenues compared to last year with the offset of the attrition that we've talked about, which was largely in the later in the back half of the year. That was mostly related to customers bringing in that had been acquired and bringing their services in-house. Yeah, George, I'll just kind of walk through, you pointed to the queue, so I can kind of walk through where we were at with the MDNA. yeah george i'll just kind of walk through you pointed to the queue so i can kind of walk through where we were at with the mdna Year- over- year, revenues were down $13.6 million, right? year- over- year revenues were down $13.6 million right We did call out that roughly $17 million of that was related to both the industrials and divested REIT business, which was $3 million. we did call out that roughly $17 million of that was related to both the industrials and divested reit business which was $3 million That alone, those two factors alone contribute to all of the growth. that alone those two factors alone contribute to all of the growth We were actually up overall year- over- year in revenue. we were actually up overall year- over- year in revenue Aside from those, and to your point, that is bringing on the new customers, which contributed $8 million in incremental revenues compared to last year with the offset of the attrition that we've talked about, which was largely in the later in the back half of the year. aside from those and to your point that is bringing on the new customers which contributed $8 million in incremental revenues compared to last year with the offset of the attrition that we've talked about which was largely in the later in the back half of the year That was mostly related to customers bringing in that had been acquired and bringing their services in-house. that was mostly related to customers bringing in that had been acquired and bringing their services in-house Overall, the business, aside from the industrial weakness and aside from the REIT divestiture, was, I don't want to say strong, but it certainly was up year-over-year. Overall, the business, aside from the industrial weakness and aside from the REIT divestiture, was, I don't want to say strong, but it certainly was up year- over- year. overall the business aside from the industrial weakness and aside from the reit divestiture was i don't want to say strong but it certainly was up year- over- year

Speaker 1: Okay. Just to try to understand the numbers, I'm glad you pointed that out because I didn't read the whole queue. I didn't have the time. The industrials and the REIT, there was a decline of $17 million. The new customers was an addition of $8 million. That gives us a decline of $9 million. How do I square that with the $13.6 million? Okay. okay Just to try to understand the numbers, I'm glad you pointed that out because I didn't read the whole queue. just to try to understand the numbers i'm glad you pointed that out because i didn't read the whole queue I didn't have the time. i didn't have the time The industrials and the REIT, there was a decline of $17 million. the industrials and the reit there was a decline of $17 million The new customers was an addition of $8 million. the new customers was an addition of $8 million That gives us a decline of $9 million. that gives us a decline of $9 million How do I square that with the $13.6 million? how do i square that with the $13.6 million

Speaker 8: I'll just rephrase a little bit. I said $17 million, but it was $16 million. REIT plus industrials was $16 million, right? Versus a $13.6 million loss, we had to offset that. We had new customer revenue of $8 million with an offset of $5 million of attrition, which gets you your $3 million up offset. I'll just rephrase a little bit. i'll just rephrase a little bit I said $17 million, but it was $16 million. i said $17 million but it was $16 million REIT plus industrials was $16 million, right? reit plus industrials was $16 million right Versus a $13.6 million loss, we had to offset that. versus a $13.6 million loss we had to offset that We had new customer revenue of $8 million with an offset of $5 million of attrition, which gets you your $3 million up offset. we had new customer revenue of $8 million with an offset of $5 million of attrition which gets you your $3 million up offset

Speaker 1: Okay. That makes sense. Thanks a lot. I appreciate that. Let's see. We did talk about the DSO a great deal, and I appreciate the answer you gave to Greg, and that seems massively, massively important. In terms of the customers, maybe that's a question for Perry. In terms of the customers where you really have an opportunity to improve the gross margin, what percentage of the current revenue base that is? I mean, at least it's at least those $8 million, I imagine, from that was the contribution from the new customers. How do you think about the chunk of the business that you have that really is ripe for, you know, that has to be optimized? Okay. okay That makes sense. that makes sense Thanks a lot. thanks a lot I appreciate that. i appreciate that Let's see. let's see We did talk about the DSO a great deal, and I appreciate the answer you gave to Greg, and that seems massively, massively important. we did talk about the dso a great deal and i appreciate the answer you gave to greg and that seems massively massively important In terms of the customers, maybe that's a question for Perry. in terms of the customers maybe that's a question for perry In terms of the customers where you really have an opportunity to improve the gross margin, what percentage of the current revenue base that is? in terms of the customers where you really have an opportunity to improve the gross margin what percentage of the current revenue base that is I mean, at least it's at least those $8 million, I imagine, from that was the contribution from the new customers. i mean at least it's at least those $8 million i imagine from that was the contribution from the new customers How do you think about the chunk of the business that you have that really is ripe for, you know, that has to be optimized? how do you think about the chunk of the business that you have that really is ripe for you know that has to be optimized

Speaker 9: Yeah. George, you may have heard in my initial remarks, we've refined our share of wallet process. We're managing our share of wallet now just as we do new sales. We have a share of wallet pipeline with all the opportunities documented. We've partnered our sales team with our client solutions team. Client solutions owns the relationship. Our sales team has the sales skills. Working as partners, we plan to expand share of wallet essentially for all of our customer base. We don't really talk about the size of our pipeline, but let me just say that the share of wallet pipeline is very significant. We're aggressively pursuing both new prospective clients and share of wallet. Yeah. yeah George, you may have heard in my initial remarks, we've refined our share of wallet process. george you may have heard in my initial remarks we've refined our share of wallet process We're managing our share of wallet now just as we do new sales. we're managing our share of wallet now just as we do new sales We have a share of wallet pipeline with all the opportunities documented. we have a share of wallet pipeline with all the opportunities documented We've partnered our sales team with our client solutions team. we've partnered our sales team with our client solutions team Client solutions owns the relationship. client solutions owns the relationship Our sales team has the sales skills. our sales team has the sales skills Working as partners, we plan to expand share of wallet essentially for all of our customer base. working as partners we plan to expand share of wallet essentially for all of our customer base We don't really talk about the size of our pipeline, but let me just say that the share of wallet pipeline is very significant. we don't really talk about the size of our pipeline but let me just say that the share of wallet pipeline is very significant We're aggressively pursuing both new prospective clients and share of wallet. we're aggressively pursuing both new prospective clients and share of wallet

Speaker 1: Okay. Very good. Just about the customers and the revenue that's attributed to them, where you are, where you feel like you have, where the revenue, and maybe like Greg said, you know, that you took on some of those customers maybe at slightly lower margin with a plan to optimize those margins. How big is there a way to isolate that into what part of your revenue that is? Okay. okay Very good. very good Just about the customers and the revenue that's attributed to them, where you are, where you feel like you have, where the revenue, and maybe like Greg said, you know, that you took on some of those customers maybe at slightly lower margin with a plan to optimize those margins. just about the customers and the revenue that's attributed to them where you are where you feel like you have where the revenue and maybe like greg said you know that you took on some of those customers maybe at slightly lower margin with a plan to optimize those margins How big is there a way to isolate that into what part of your revenue that is? how big is there a way to isolate that into what part of your revenue that is

Speaker 9: I'm not really sure we can do that. I'm a little unclear as to what you're asking. We've talked about the two new customers for this quarter, and I kind of gave you a rough idea of size. I'll tell you what. I'm not really sure we can do that. i'm not really sure we can do that I'm a little unclear as to what you're asking. i'm a little unclear as to what you're asking We've talked about the two new customers for this quarter, and I kind of gave you a rough idea of size. we've talked about the two new customers for this quarter and i kind of gave you a rough idea of size I'll tell you what. i'll tell you what

Speaker 1: Phrase it. Phrase it. phrase it

Speaker 9: We have so many different share of wallet opportunities, George. It's a little difficult to give you a specific answer on what the opportunity is. We have one, we have two clients now where the expansion has essentially doubled the size of the account. You know, we have others where the growth opportunity may be another 20%, 25%. It really depends. It's a very client-specific issue. I don't really have a good answer for you. We have so many different share of wallet opportunities, George. we have so many different share of wallet opportunities george It's a little difficult to give you a specific answer on what the opportunity is. it's a little difficult to give you a specific answer on what the opportunity is We have one, we have two clients now where the expansion has essentially doubled the size of the account. we have one we have two clients now where the expansion has essentially doubled the size of the account You know, we have others where the growth opportunity may be another 20%, 25%. you know we have others where the growth opportunity may be another 20% 25% It really depends. it really depends It's a very client-specific issue. it's a very client-specific issue I don't really have a good answer for you. i don't really have a good answer for you

Speaker 1: Okay. Okay. okay

Speaker 9: On that. On that. on that

Speaker 1: I appreciate you trying. I appreciate it. I have just one final question on the pressure that you're seeing on margins from renewal. I think that's been a feature of the business probably from the beginning, but I think it's the first time that you guys really sort of discuss it or, you know, bring it out. Is there a particular reason at this time? I mean, I think you guys said industrials are feeling more pressure and maybe they are pressuring you more. Is there any particular competitive development that happened, or is it because of the concentration you have in the business, or if one large customer does it, it hits you more, you know, has more of an impact? I appreciate you trying. i appreciate you trying I appreciate it. i appreciate it I have just one final question on the pressure that you're seeing on margins from renewal. i have just one final question on the pressure that you're seeing on margins from renewal I think that's been a feature of the business probably from the beginning, but I think it's the first time that you guys really sort of discuss it or, you know, bring it out. i think that's been a feature of the business probably from the beginning but i think it's the first time that you guys really sort of discuss it or you know bring it out Is there a particular reason at this time? is there a particular reason at this time I mean, I think you guys said industrials are feeling more pressure and maybe they are pressuring you more. i mean i think you guys said industrials are feeling more pressure and maybe they are pressuring you more Is there any particular competitive development that happened, or is it because of the concentration you have in the business, or if one large customer does it, it hits you more, you know, has more of an impact? is there any particular competitive development that happened or is it because of the concentration you have in the business or if one large customer does it it hits you more you know has more of an impact

Speaker 9: Yeah. You know, George, I think there's been a shift in the market, right? Our model is still in great demand. You've heard us talk in the past about the importance of sustainability, data, metrics, and those things are still very important to our customers. Cost savings and cost reduction have risen to the top priority, right? Companies are back to business. They want to save money. There's uncertainty in the market. Whenever there's uncertainty, companies operate extremely well, which means they're just like us. They're looking at their cost. There's nothing new other than the priority has shifted a bit more towards cost savings, perhaps over sustainability. Our customers today still want landfill diversion and sustainability, but today it has to be cost neutral or better than the cost of landfill. Yeah. yeah You know, George, I think there's been a shift in the market, right? you know george i think there's been a shift in the market right Our model is still in great demand. our model is still in great demand You've heard us talk in the past about the importance of sustainability, data, metrics, and those things are still very important to our customers. you've heard us talk in the past about the importance of sustainability data metrics and those things are still very important to our customers Cost savings and cost reduction have risen to the top priority, right? cost savings and cost reduction have risen to the top priority right Companies are back to business. companies are back to business They want to save money. they want to save money There's uncertainty in the market. there's uncertainty in the market Whenever there's uncertainty, companies operate extremely well, which means they're just like us. whenever there's uncertainty companies operate extremely well which means they're just like us They're looking at their cost. they're looking at their cost There's nothing new other than the priority has shifted a bit more towards cost savings, perhaps over sustainability. there's nothing new other than the priority has shifted a bit more towards cost savings perhaps over sustainability Our customers today still want landfill diversion and sustainability, but today it has to be cost neutral or better than the cost of landfill. our customers today still want landfill diversion and sustainability but today it has to be cost neutral or better than the cost of landfill

Speaker 1: Okay. Very good. Thank you very much. Okay. okay Very good. very good Thank you very much. thank you very much

Speaker 9: Yep, you're welcome. Yep, you're welcome. yep you're welcome

Speaker 6: Thanks, George. Thanks, George. thanks george

Speaker 10: Thank you very much. There are no further questions at this time. I'd like to turn the call back to Perry Moss, CEO, for closing comments. Sir, please go ahead. Thank you very much. thank you very much There are no further questions at this time. there are no further questions at this time I'd like to turn the call back to Perry Moss, CEO, for closing comments. i'd like to turn the call back to perry moss ceo for closing comments Sir, please go ahead. sir please go ahead

Speaker 9: Great. Thank you, Operator. On behalf of Dan and Brett, we'd like to thank everyone for joining us today. I do want to reiterate that the market for our asset-light model remains robust and strong, and our initiatives are beginning to show results. We remain committed to generating cash and the repayment of debt. We are, and we will continue to take decisive action to continuously improve upon our business. We'd like to thank you all for joining us today. Great. great Thank you, Operator. thank you operator On behalf of Dan and Brett, we'd like to thank everyone for joining us today. on behalf of dan and brett we'd like to thank everyone for joining us today I do want to reiterate that the market for our asset-light model remains robust and strong, and our initiatives are beginning to show results. i do want to reiterate that the market for our asset-light model remains robust and strong and our initiatives are beginning to show results We remain committed to generating cash and the repayment of debt. we remain committed to generating cash and the repayment of debt We are, and we will continue to take decisive action to continuously improve upon our business. we are and we will continue to take decisive action to continuously improve upon our business We'd like to thank you all for joining us today. we'd like to thank you all for joining us today

Speaker 10: Ladies and gentlemen, this concludes today's conference call. Thank you very much for your participation. You may now disconnect. Ladies and gentlemen, this concludes today's conference call. ladies and gentlemen this concludes today's conference call Thank you very much for your participation. thank you very much for your participation You may now disconnect. you may now disconnect