SCANSOURCE, INC. — Call Transcript 2026

Welcome to the ScanSource quarterly earnings conference call. All lines have been placed in a listen-only mode until the question-and-answer session. Today's call is being recorded. If anyone has any objections, you may disconnect at this time. I would now like to turn the call over to Mary Gentry, Senior Vice President, Finance and Treasurer. Please go ahead. Good morning, and thank you for joining us. Our call will include prepared remarks from Mike Baur, our Chair and CEO, and Steve Jones, our Chief Financial Officer. We will review our operating results for the quarter and then take your questions. We posted an earnings infographic that accompanies our comments and webcast in the Investor Relations section of our website. As you know, certain statements in our press release, infographic, and on this call are forward-looking statements and subject to risks and uncertainties that could cause actual results to differ materially from expectations. These risks and uncertainties include the factors identified in our earnings release and in our Form 10-K for the year ended June 30, 2025, and in our subsequent reports on Form 10-Q. Forward-looking statements represent our views only as of today, and ScanSource disclaims any duty to update these statements except as required by law. During our call, we will discuss both GAAP and non-GAAP results and have provided reconciliations on our website and in our Form 8-K filed earlier today. I'll now turn the call over to Mike. Thanks, Mary, and thanks, everyone, for joining us today. In the second quarter, we generated strong free cash flow and delivered net sales and gross profit growth in both segments. However, our profitability was negatively impacted due to some unexpected expenses contained in the quarter. This resulted in declines in both gross profit and EBITDA margins compared to our very strong first quarter. In Q2, we had organic net sales growth for both segments, though slower than expected for our Specialty Technology Solutions segment. Today, we're excited to announce the launching of a new converged communication sales team at ScanSource. This communications team unifies the ScanSource communications products and the Intelisys products and services to fully embrace the accelerating convergence of hardware, cloud, and customer experience technologies. We believe end users are embracing cloud-based UCaaS and CX platforms, and this is a growth opportunity for our channel partners. We're bringing together the expertise of our people to form one unified sales team, a team with deep knowledge of communications products and Intelisys cloud-based CX solutions. By giving this one team responsibility for both the hardware and recurring cloud business for these partners, we are strengthening partner alignment, expanding our share of wallet, and positioning ScanSource at the center of this converging ecosystem. In our Intelisys and Advisory segment, our investment strategy is driving growth and momentum in new orders. We make these investments ahead of the revenue, understanding that it typically takes about a year for new orders to convert, to convert into billings. As a result, we're seeing our new orders increase at a faster rate than our current revenue from billings. New investments for Intelisys include building out our new converged communication sales team, which is designed to further accelerate growth and capture new end-user solution opportunities. As we move ahead, our strategy centers on helping our channel partners deliver innovative, converged solutions, driving both organic net sales and free cash flow through solid execution of our strategic plan. Our team is focused on profitable growth, executing our strategy, and making progress toward our three-year strategic goals. I'll now turn the call over to Steve to take you through our financial results and outlook for fiscal year 2026. Thanks, Mike. Q2 net sales grew 3% year-over-year in both segments, and gross profits increased 1% year-over-year. Profits for the quarter were negatively impacted by some higher period expenses in our Specialty Technology Solution segment, impacting both COGS and SG&A. We delivered strong free cash flow in the quarter and closed on a new 5-year credit facility that will support our strategic objectives and capital priorities. Turning to our segments, I'll start with our Specialty Technology Solution segment. Net sales increased 3% year-over-year and 4% quarter-over-quarter. Gross profits increased 1% year-over-year. Higher period expense, including freight cost and mix, impacted gross profit margins by approximately 30 basis points. Excluding these costs, gross profit growth would have been in line with the revenue growth for the segment. The percent of gross profits from recurring revenues grew to approximately 18% for the segment and includes positive contributions from the acquisition of Advantix and DataXoom. The Specialty Technology Solutions segment Adjusted EBITDA margin was 2.8%. For the quarter, the impact on segment Adjusted EBITDA margin from higher period expenses is approximately 60 basis points. In our Intelisys and Advisory segment, net sales increased 3% year-over-year, in line with our expectations. Annual net billings increased to approximately $2.85 billion. Gross profits increased 3% year-over-year, while Adjusted EBITDA margin for the segment was 41%. Going a bit deeper on our balance sheet and cash flows. We ended Q2 with approximately $83 million in cash and a net debt leverage ratio of approximately 0 on a trailing 12-month Adjusted EBITDA basis. Adjusted ROIC was 11.9% for the quarter and 13.3% for the first half of FY 2026. Share repurchases for the quarter totaled $18 million, and we have $179 million remaining under our share repurchase authorization. We continue to have a strong balance sheet and are well-positioned to execute our strategic priorities and achieve our three-year goals. Our three-year goals focus on growing the company's gross profit contributions from recurring streams, expanding our profitability, delivering strong free cash flow, and disciplined capital deployment. You can find our goals in the infographic and our investor presentation in the Investor section of our website. We are pleased with the contribution from our acquisitions, including the most recent acquisition of DataXoom, and what they bring to our channel capabilities and our strategic plan. We continue to explore acquisition opportunities that could expand our technology stack, our capabilities, and help us drive additional value across our partner ecosystem. Our capital allocation priorities also include continued share repurchases. We are confident in our business model and are optimistic for growth in the second half of our fiscal year. For the first half of our fiscal year, our gross profit margin was close to 14%, and our Adjusted EBITDA margin was over 4.6%. We are updating our full year projections based on our first half performance. We now believe that full year revenue will be in the range of $3 billion-$3.1 billion, and Adjusted EBITDA will be in the range of between $140 million and $150 million. For annual free cash flow, we maintain our expectations of at least $80 million. Our expectations include an increase in the second half of large deals, as well as investment in our Intelisys and advisory segment to drive new order growth. We'll now open it up for questions. Ladies and gentlemen, if you have a question or comment at this time, please press star one one on your telephone keypad. If your question has been answered or you wish to remove yourself from the queue, simply press the pound key. I'm sorry, simply press star one one again. Again, if you have a question or comment, please press star one one on your telephone keypad. Please stand by while we compile the Q&A roster. Our first question or comment comes from the line of Greg Burns from Sidoti. Mr. Burns, your line is open. Morning. Could you just give us a little bit more color, maybe on the period costs that you highlighted and, you know, whether or not you expect that to continue into the second half of the year, or are they just going to remain kind of localized into this quarter? Hi, good morning, Greg. This is Steve. I'll take that question. Yeah, you know, in our 10-Q, we outlined some of the, some of the costs, both in our COGS and in our SG&A. You know, in the COGS piece of it, it's really around mix and freight expense in the quarter that pushed our margins down. We also called out some bad debt expense driven by a customer-specific reserve that we took. And we closely manage our receivables, and we have a very healthy receivables portfolio. So when we look at that, we do think that's more period related. Okay, and I guess you mentioned also a little bit slower than expected growth in the technology segment. Could you just maybe give us a little bit more color on, you know, where specifically the lower growth was coming from, or, you know, maybe some detail around product categories that might be helpful for us to better understand the dynamics? Hey, Greg. Good morning, it's Mike. I think, what I would say about that is the large deals are really part of the story here, and maybe that's where I'll talk about it. We saw large deals get broken up into smaller pieces, and so as they're rolling out, they're not happening normally, and we saw this even last quarter, and so I believe that's the real story here, is that we've got a slowdown in large deals that are being invoiced in the quarter. And we see that, by the way, we see that as part of the challenge for the hardware business as we look out. And implicit in our adjusted guidance is that we do need the large deals to resume, and we believe that that will happen. Okay, is there any specific reason why, why you have more confidence in that? Are you seeing anything specifically, you know, anything you're hearing from your customers? Well, it is based on information. We just had last week our sales kickoff for our internal specialty sales teams, and so we spent a lot of time talking to our sales teams about what they're hearing from partners, from suppliers. So yeah, it's based on surveys of our partner community and what they believe as they look at their calendar year. And many of these partners, as we all know, you know, they, they don't have large, long pipelines, and so they generally have very good shorter-term information. And we believe that the information we're getting suggests that the large deals will continue to happen. But again, they may be broken up over the quarter, and so this is really more of a for the year, we feel good about it. Q2, we had expected more than we actually booked. ... Okay. All right, great. Thank you. Yep. Our next question or comment comes from the line of Keith Housum from Northcoast Research. Mr. Housum, your line is now open. Great. Thank you. Can you guys hear me okay? Yeah, Keith, we got you. Okay, great. Great. I appreciate it. Hey, Mike, I understand the memory issue that's affecting a lot of the technology world. You know, maybe on the price side, it may not impact you guys so much 'cause you guys, you know, pretty much pass through the prices. But in terms, what are you hearing from the customers in terms of are, are you seeing prices increasing now? And, you know, any concerns that you have that perhaps should be since there's a supply shortage at some point through not only the second half of your fiscal year, but, you know, throughout all of 2026? Yeah. Good morning, Keith. We talked about that for sure, is the suppliers are indicating that the memory issue will affect them. They don't know, you know, what's the near-term impact versus long-term. And some of it is a pricing issue, as you know, and some of it potentially could be a shortage issue, right? And since so many technology companies use the same memory sources, I think that'll be a challenge for some of our suppliers. So we certainly think that we're going to be in the same position as everyone else in the channel to manage through this. But right now, there's just a lack of visibility as to the near-term impact. So we've adjusted our guidance, knowing what we know today about the potential for that to happen, and right now, it's not significant in our guidance. Okay? Okay. Appreciate it. I'm going to ask you to look into your crystal ball a little bit here as we talk about the Intelisys business. You know, you guys have been restructuring that business now for a few quarters. Are we thinking, you know, the second half of 2026, the calendar year, we should see Intelisys sales start to accelerate from the current levels? Well, I would say this, Keith, we probably didn't restructure as much as we added additional sales capabilities, is the way I would frame it, and what we expected from our sales teams when we brought on Ken Mills, which will be over a year and a half ago now. So for sure, we believe we had to get more aggressive at acquiring new customers and focusing on new orders, and not just at the existing book of business that many of our partners had. I think part of it, too, is we went through, a couple of years ago, an aging of the Intelisys partner community, where we had many of the partners, as you recall, that were selling their books of business, they were selling their agency, and we kind of saw the peak of that, I believe, a year and a half ago, and I believe that has diminished to some extent. So I believe even the partners that have been around a long time are now focused more on new orders. And I believe the new order growth that we referenced, that is growing faster than our billings, is indicative of what we'll see next year. Already in 2026, we're benefiting from what Ken put in place a year ago. I think that's why we're starting to see momentum, and I expect it will continue to grow at a faster rate than new orders. Yes. Okay. Brazil, I see, was down 9% organic this quarter. Anything new happening there? I know, you know, a year or two ago, we lost Broadcom, but I was kind of surprised by how much that declined year-over-year. Yeah, I don't think there's anything specific we can call out, but certainly, we wish that market would recover. It's like a market condition that we're in with all the other distributors in Brazil. So from a market perspective, we feel like our management team is managing the and pulling the levers that are under their control, whether that's managing expenses or whether that's managing inventories and bringing on new suppliers to replace the supplier that we lost. So I think the management team is operating at a very high level, but it's a challenging market right now for the distribution segment in Brazil. That's a higher-than-company average gross profits, correct, in Brazil? Yes, that's right. And I would say, historically, I don't know how much we talked about it, Steve, but it would drop to the bottom line as well. It would be a higher profitability, Steve. Yeah, that's right. Keith, this is Steve. I would say that a lot of their GP flows through. They, they manage costs very well, and, and a lot of that does flow through. That's certainly not helping your gross profit line either. That's right. Correct. Okay. Then maybe help me understand a little bit more in terms of the launch that you did today, in terms of one communications team. Perhaps, can you describe how it was operating previously and how that's going to be different going forward? Yeah, sure. So, we've been trying to figure this out for a while, as to how do we have a partner, let's say it's a traditional communications partner, or it might be a Mitel partner, Keith, or ShoreTel, or Avaya, any of our communications-heavy partners that were traditionally selling premise-based equipment and maybe not selling cloud yet, or maybe they're selling cloud, but the sales team at ScanSource, under Specialty, was only selling on the hardware. And so if a Mitel partner wanted to buy some connectivity products or services or solutions, the ScanSource Specialty seller would have to pass that on as a lead to someone on the Intelisys team. So now we're going to have one team that can service that partner, that will sell the Intelisys products and the Specialty hardware products to the same partner. So we're going to make it much easier for the partner. It's also going to give our communication hardware sellers a lot more to sell to their partners. So I think the partner community will love this idea. We're going to enable them, we're going to make it easier, and we believe this is going to create new solutions from suppliers that will see this as very attractive way to reach more of the VAR community. How are we going to see that in the income statement going forward? Are you going to move some of the communications down to the Intelisys segment? ... No, hey, Keith, this is Steve. No, we'll wind up with the same reporting in our segments. That's a segment reporting discussion. This is more of a management alignment and a go-to-market discussion. Yes, 'cause again, let me finish that part of the description. I left out the end. There'll be Intelisys employees that will be part of this virtual team, and they will sell hardware now. And so, so if you've got an Intelisys agent that's working with an Intelisys salesperson that reports into the Intelisys management team, they'll now have the right model so they can sell hardware. Whereas in the past, the Intelisys employee here at ScanSource would flip that lead, the hardware, over to the hardware guys, and that just wasn't working. There was not the right incentives and opportunities, so that's what's changing. Okay, got it. Thanks, guys. Good luck. Yeah, thank you. Thanks, Keith. Thank you. Our next question or comment comes from the line of Guy Hardwick from Barclays. Your line is open. Just wondering how much of the lowering of guidance is the absence of large deals versus the potential shortages of product that you mentioned? Hey, guys, Mike. Yeah, I think our view right now, I think this is what I was trying to say earlier, is our guidance is relative to large deals, not to shortages. So we, we're not, we're not in our guidance, indicating that there's gonna be a shortage impact on our guidance. That's not what we're suggesting today. Okay. And just as a follow-up, could you just kind of update us on the kind of competitive environment in the TSD market? I mean, it looks like the headcounts additions of your competitors have already slowed quite sharply, and it's pretty much flat or down for the last six months. So just wondering, have things improved? Have you noticed any improvements in terms of the market or not yet? Well, I think the overall TSD space is very competitive and has been, as you know, for a while. We believe that there has been some changes in their approach to how they're gonna grow their business organically, because we know that from a competitive standpoint, there's been a lot of acquisitive activity from the TSDs, and you've not seen that, of course, from Intelisys, from ScanSource. So we believe that has slowed down, and now I think the opportunity and the pressure on all the TSDs is to grow organically. And that's why you hear us talking about new order growth, and that's what we believe is the right metric, because that will show that we can obviously, in some cases, take market share from the other TSDs, and that's reflective in the new order growth. But it also, it also talks about improving the value proposition for the TSD, both in the eyes of the partner, who's the seller, but also in the eyes of the suppliers. Because the suppliers, they need organic growth to happen, not just share shift among the TSDs. So we're very focused on organic growth, and we believe that, you will see a change in the market share between all the TSDs over the next year as we execute on our strategy. Thank you. You bet. Again, ladies and gentlemen, if you have a question or comment at this time, please press star one one on your telephone keypad. Our next question or comment comes from the line of Adam Tindle from Raymond James. Mr. Tindle, your line is open. Okay, thanks. Good afternoon. Mike, I just wanted to take a step back. I know we've gone through a lot of detail in this call, but if we take a step back and think, we're two quarters into the fiscal year now, you're reducing guidance. If you were to rewind to your initial fiscal 2026 plan, what would be, you know, sort of the biggest variance areas versus your expectations entering this year? I hear you on the large deals. I just want to push back. I mean, that we would think that would be just kind of more of a timing issue throughout the course of the year. So if you were to kind of, you know, sit yourself back in the seat when you were entering this year versus, you know, now, what are kind of the key areas that maybe have been a little bit disappointing relative to your expectations that caused the reduction in guidance? Yeah, yeah. Good morning, Adam. Well, let me go back to something I used to say a lot, is that our business is very hard to forecast. Orders come in today, they go out today. This is in the specialty business, which is where the challenge has been. So no news there, that's how that business has always worked. Very difficult to forecast what we're gonna do beyond today. We get orders in today, we ship today, right? We don't work off of a backlog, traditionally. We get information on large deals that will happen, but there's no guarantees when they'll actually ship. And to answer your question directly, Adam, if I go back and remember what we were saying back in August, we were saying, like the year before, this is gonna be a second half-loaded year. That we believe go and giving annual guidance is, again, not something that I enjoy doing, but we did because we have for the last few years. So giving annual guidance back in August with the visibility I have today, I would have said, "Well, we probably should have forecasted the first half a little lower, expecting the second half to be bigger." And what we're trying to say now is, the second half is gonna show growth. And the second in this guidance that you'll see, like at the midpoint, that's gonna show that we're gonna have modest growth year-over-year for the second half. For the year, that's not a great number, but if we can, in the second half, show growth, we believe we'll then build momentum going into 2027. And that's the way we've always built our business. Yeah, I understand. Trust me, I think we can fully empathize with the difficulty in forecasting. I think you're telling my boss that I need a raise. ... Exactly. Yeah, exactly. Exactly, exactly. Steve, I wanted to ask on the magnitude of the cut. I mean, I think it makes a lot of sense for investors to kind of take the medicine now and, you know, rather than set expectations to climb back for the year, let's just go ahead and reduce. But on the magnitude, understand you don't guide, you know, on a quarterly basis necessarily, but, you know, relative to, I think, a lot of our expectations in the quarter, this guidance was reduced by kind of more than that annualized "miss," quote, unquote. How did you think about, you know, the magnitude of the guidance reduction? And I also noticed that you, I think you maintained free cash flow, so maybe touch on how you're able to do that. Yeah. Good morning, Adam. Yeah, a couple things. When we look at the second half, we look at it a couple of ways, right? We're trying to take the information that we have from our customer base, what they're working on, and then we put that against... Really, if you look back over our years, and you look at first half versus second half performance, and I'm thinking about the last two years, we've been kind of 49, 51, 50/50. And so that's how we get confidence in this, the second half looks a whole lot like the first half, a little bit of growth that we see coming, because again, we're thinking large deals are going to have to return. This, to your point before, it's been more of a pushout than it is a loss, and so that's, that's what's really guiding our expectations. On the free cash flow, I think this comes back to the way we've changed our business model and the confidence we have in our business model, and this is what should happen if we're growing in that low, low single digits rate. We have a lot of confidence in our team's ability to deliver that at least $80 million in free cash flow, which has a really good cash yield for us. Yep, that makes sense. And you know I'm gonna ask about capital allocation following that question, of course. Mike, I mean, you know, obviously, one day is not necessarily a trend, but the stock's now hovering below book value. You know, does this, so, you know, obviously, you're gonna maintain free cash flow for the year, as Steve just mentioned, so you have some, you know, cash to work with. How are you thinking about priorities around capital allocation, and does this, you know, perhaps elevate share repurchase? I think what we like to do as a management team and at our board level is talk about what we are trying to do on a three-year basis, and our three-year goals, we believe, are still intact, and we said that in our call. And we believe if you look at our three-year goals, we believe we can have, we can have growth, and from a gross profit perspective, which is where we've been saying we've got to focus on gross profit growth. To do that, we have to have some top-line help, there's no doubt about it. And we believe that for us, there's a combination of organic and inorganic that needs to happen on the growth side. And at the same time, as we've said, I believe we said our share repurchase authorization is still, like, $179 million. In the first half of this year, we bought about $40 million in shares. Steve, is that right? Right. So we believe that's indicative of our strategy, that our strategy hasn't changed. This quarter, we hope our investors don't believe our strategy has changed. We hate to deliver news that's not what we expected. But again, if we think about this is a quarter, this isn't the year, and we wanted to be fair, though, to everyone about our expectations for this second half and make sure that we're not oversteering, and we believe we're being, as you know, we have a strong history of doing our best to give our investors an accurate, clear view of what we know today. But our goal is, let's keep our three-year strategic goals in mind, and we believe those are very strong. And again, as we look at the second half, based on our annual guidance that we've adjusted to, that's still a very strong EBITDA margin for the year that'll come in, consistent with what we're doing from a three-year goal perspective, and I think that's the important part, is look at the metrics that we'll still deliver. This is a very strong company, excellent balance sheet with strong profitability. Got it. I'm gonna do one more. I think I might be last in the queue. So, on Intelisys, I did want to ask, Mike, the dynamic of, I think, billings lagging, new orders, was something that sounded a little bit newer. I just wanted you to, you know, maybe double-click and help explain that dynamic. I mean, you've been operating Intelisys for many years now. I could have missed it, but I don't recall hearing that dynamic much over the past number of years. So maybe just kind of double-click on what that was and what changed to drive that. And Steve, is there any way to, and this is probably a difficult one, but to quantify that, the impact that that's having, and maybe when that catches up, how, you know, how we think about it in the financial statements? Well, well, let me... The reason we started talking about new order growth was, I'm gonna think back now, it was probably three years ago, Adam, that we, we started talking about this, margin pressure, if you recall. The margin pressure that was happening at Intelisys and in the TSD community as, all the other TSDs started bringing in new ownership, PE investments, and there was a market share land grab, which, which drove margins down for Intelisys, which drove down our revenue growth, right? And we would start talking, as, as you know, about, our revenues, and we talked about end user billings. And generally, the end user billings were really, at the end of the day, a great metric for, is this market growing? Because we would have margin pressure that in a year or a quarter would reduce our growth because of just margin compression. But it looked like the TAM was slowing down, or the opportunity was slowing down, and that wasn't the case. So- ... We decided a year ago that we needed to start being able to talk about new orders. If we can have a number, and we decided not to give a number because we're in a competitive market against other private companies. And so we believe new orders growth faster than our revenues is indicative of what will come. And so this delay that happens, because if we close an order today, it may not get billed for 6-12 months from now, maybe even 15 months. And so it's this focus, Adam, on new orders that you won't see in the quarter that are indicative of future revenues. And that's why this pivot to that is important that we communicate it. Yeah, Adam, this is Steve. I'll take the second half of that question. The impossible one to answer, right, is how do we know? Well, we believe, and I think the message to our investors is as we invest, we're looking for the right ROI on those investments. So if you're hearing us continue to invest in Intelisys and in that order growth, we believe that there's a good ROI on that, because this all has to hold together with our three-year goals and the goals that we've laid out and we're committed to. So that's the best way to think about is this? Are we still confident that we're continuing to accelerate the new order growth? If we're still investing in there, our expectation is it's a good ROI, and we continue to do it. Very helpful. Thanks. Look forward to seeing you next month at our conference. Yeah. Thanks, Adam. Thank you. I'm showing no additional questions in the queue at this time. I'd like to turn the conference back over to Mr. Steve Jones for any closing remarks. Yeah, thank you, and thank you for joining us today. We expect to hold our next conference call to discuss March 31st quarterly results on Thursday, May 7, 2026, at approximately 10:30 A.M. Gentlemen. Ladies and gentlemen, thank you for participating in today's conference. This concludes the program. You may now disconnect. Everyone, have a wonderful day. Speakers, stand by.

Speaker 7: Welcome to the ScanSource quarterly earnings conference call. All lines have been placed in a listen-only mode until the question-and-answer session. Today's call is being recorded. If anyone has any objections, you may disconnect at this time. I would now like to turn the call over to Mary Gentry, Senior Vice President, Finance and Treasurer. Please go ahead. Welcome to the ScanSource quarterly earnings conference call. welcome to the scansource quarterly earnings conference call All lines have been placed in a listen-only mode until the question-and-answer session. all lines have been placed in a listen-only mode until the question-and-answer session Today's call is being recorded. today's call is being recorded If anyone has any objections, you may disconnect at this time. if anyone has any objections you may disconnect at this time I would now like to turn the call over to Mary Gentry, Senior Vice President, Finance and Treasurer. i would now like to turn the call over to mary gentry senior vice president finance and treasurer Please go ahead. please go ahead

Speaker 5: Good morning, and thank you for joining us. Our call will include prepared remarks from Mike Baur, our Chair and CEO, and Steve Jones, our Chief Financial Officer. We will review our operating results for the quarter and then take your questions. We posted an earnings infographic that accompanies our comments and webcast in the Investor Relations section of our website. As you know, certain statements in our press release, infographic, and on this call are forward-looking statements and subject to risks and uncertainties that could cause actual results to differ materially from expectations. These risks and uncertainties include the factors identified in our earnings release and in our Form 10-K for the year ended June 30, 2025, and in our subsequent reports on Form 10-Q. Forward-looking statements represent our views only as of today, and ScanSource disclaims any duty to update these statements except as required by law. Good morning, and thank you for joining us. good morning and thank you for joining us Our call will include prepared remarks from Mike Baur, our Chair and CEO, and Steve Jones, our Chief Financial Officer. our call will include prepared remarks from mike baur our chair and ceo and steve jones our chief financial officer We will review our operating results for the quarter and then take your questions. we will review our operating results for the quarter and then take your questions We posted an earnings infographic that accompanies our comments and webcast in the Investor Relations section of our website. we posted an earnings infographic that accompanies our comments and webcast in the investor relations section of our website As you know, certain statements in our press release, infographic, and on this call are forward-looking statements and subject to risks and uncertainties that could cause actual results to differ materially from expectations. as you know certain statements in our press release infographic and on this call are forward-looking statements and subject to risks and uncertainties that could cause actual results to differ materially from expectations These risks and uncertainties include the factors identified in our earnings release and in our Form 10-K for the year ended June 30, 2025, and in our subsequent reports on Form 10-Q. these risks and uncertainties include the factors identified in our earnings release and in our form 10-k for the year ended june 30 2025 and in our subsequent reports on form 10-q Forward-looking statements represent our views only as of today, and ScanSource disclaims any duty to update these statements except as required by law. forward-looking statements represent our views only as of today and scansource disclaims any duty to update these statements except as required by law During our call, we will discuss both GAAP and non-GAAP results and have provided reconciliations on our website and in our Form 8-K filed earlier today. I'll now turn the call over to Mike. During our call, we will discuss both GAAP and non-GAAP results and have provided reconciliations on our website and in our Form 8-K filed earlier today. during our call we will discuss both gaap and non-gaap results and have provided reconciliations on our website and in our form 8-k filed earlier today I'll now turn the call over to Mike. i'll now turn the call over to mike

Speaker 6: Thanks, Mary, and thanks, everyone, for joining us today. In the second quarter, we generated strong free cash flow and delivered net sales and gross profit growth in both segments. However, our profitability was negatively impacted due to some unexpected expenses contained in the quarter. This resulted in declines in both gross profit and EBITDA margins compared to our very strong first quarter. In Q2, we had organic net sales growth for both segments, though slower than expected for our Specialty Technology Solutions segment. Today, we're excited to announce the launching of a new converged communication sales team at ScanSource. This communications team unifies the ScanSource communications products and the Intelisys products and services to fully embrace the accelerating convergence of hardware, cloud, and customer experience technologies. We believe end users are embracing cloud-based UCaaS and CX platforms, and this is a growth opportunity for our channel partners. Thanks, Mary, and thanks, everyone, for joining us today. thanks mary and thanks everyone for joining us today In the second quarter, we generated strong free cash flow and delivered net sales and gross profit growth in both segments. in the second quarter we generated strong free cash flow and delivered net sales and gross profit growth in both segments However, our profitability was negatively impacted due to some unexpected expenses contained in the quarter. however our profitability was negatively impacted due to some unexpected expenses contained in the quarter This resulted in declines in both gross profit and EBITDA margins compared to our very strong first quarter. this resulted in declines in both gross profit and ebitda margins compared to our very strong first quarter In Q2, we had organic net sales growth for both segments, though slower than expected for our Specialty Technology Solutions segment. in q2 we had organic net sales growth for both segments though slower than expected for our specialty technology solutions segment Today, we're excited to announce the launching of a new converged communication sales team at ScanSource. today we're excited to announce the launching of a new converged communication sales team at scansource This communications team unifies the ScanSource communications products and the Intelisys products and services to fully embrace the accelerating convergence of hardware, cloud, and customer experience technologies. this communications team unifies the scansource communications products and the intelisys products and services to fully embrace the accelerating convergence of hardware cloud and customer experience technologies We believe end users are embracing cloud-based UCaaS and CX platforms, and this is a growth opportunity for our channel partners. we believe end users are embracing cloud-based ucaas and cx platforms and this is a growth opportunity for our channel partners We're bringing together the expertise of our people to form one unified sales team, a team with deep knowledge of communications products and Intelisys cloud-based CX solutions. By giving this one team responsibility for both the hardware and recurring cloud business for these partners, we are strengthening partner alignment, expanding our share of wallet, and positioning ScanSource at the center of this converging ecosystem. In our Intelisys and Advisory segment, our investment strategy is driving growth and momentum in new orders. We make these investments ahead of the revenue, understanding that it typically takes about a year for new orders to convert, to convert into billings. As a result, we're seeing our new orders increase at a faster rate than our current revenue from billings. We're bringing together the expertise of our people to form one unified sales team, a team with deep knowledge of communications products and Intelisys cloud-based CX solutions. we're bringing together the expertise of our people to form one unified sales team a team with deep knowledge of communications products and intelisys cloud-based cx solutions By giving this one team responsibility for both the hardware and recurring cloud business for these partners, we are strengthening partner alignment, expanding our share of wallet, and positioning ScanSource at the center of this converging ecosystem. by giving this one team responsibility for both the hardware and recurring cloud business for these partners we are strengthening partner alignment expanding our share of wallet and positioning scansource at the center of this converging ecosystem In our Intelisys and Advisory segment, our investment strategy is driving growth and momentum in new orders. in our intelisys and advisory segment our investment strategy is driving growth and momentum in new orders We make these investments ahead of the revenue, understanding that it typically takes about a year for new orders to convert, to convert into billings. we make these investments ahead of the revenue understanding that it typically takes about a year for new orders to convert to convert into billings As a result, we're seeing our new orders increase at a faster rate than our current revenue from billings. as a result we're seeing our new orders increase at a faster rate than our current revenue from billings New investments for Intelisys include building out our new converged communication sales team, which is designed to further accelerate growth and capture new end-user solution opportunities. As we move ahead, our strategy centers on helping our channel partners deliver innovative, converged solutions, driving both organic net sales and free cash flow through solid execution of our strategic plan. Our team is focused on profitable growth, executing our strategy, and making progress toward our three-year strategic goals. I'll now turn the call over to Steve to take you through our financial results and outlook for fiscal year 2026. New investments for Intelisys include building out our new converged communication sales team, which is designed to further accelerate growth and capture new end-user solution opportunities. new investments for intelisys include building out our new converged communication sales team which is designed to further accelerate growth and capture new end-user solution opportunities As we move ahead, our strategy centers on helping our channel partners deliver innovative, converged solutions, driving both organic net sales and free cash flow through solid execution of our strategic plan. as we move ahead our strategy centers on helping our channel partners deliver innovative converged solutions driving both organic net sales and free cash flow through solid execution of our strategic plan Our team is focused on profitable growth, executing our strategy, and making progress toward our three-year strategic goals. our team is focused on profitable growth executing our strategy and making progress toward our three-year strategic goals I'll now turn the call over to Steve to take you through our financial results and outlook for fiscal year 2026. i'll now turn the call over to steve to take you through our financial results and outlook for fiscal year 2026

Speaker 8: Thanks, Mike. Q2 net sales grew 3% year-over-year in both segments, and gross profits increased 1% year-over-year. Profits for the quarter were negatively impacted by some higher period expenses in our Specialty Technology Solution segment, impacting both COGS and SG&A. We delivered strong free cash flow in the quarter and closed on a new 5-year credit facility that will support our strategic objectives and capital priorities. Turning to our segments, I'll start with our Specialty Technology Solution segment. Net sales increased 3% year-over-year and 4% quarter-over-quarter. Gross profits increased 1% year-over-year. Higher period expense, including freight cost and mix, impacted gross profit margins by approximately 30 basis points. Excluding these costs, gross profit growth would have been in line with the revenue growth for the segment. Thanks, Mike. thanks mike Q2 net sales grew 3% year-over-year in both segments, and gross profits increased 1% year-over-year. q2 net sales grew 3% year-over-year in both segments and gross profits increased 1% year-over-year Profits for the quarter were negatively impacted by some higher period expenses in our Specialty Technology Solution segment, impacting both COGS and SG&A. profits for the quarter were negatively impacted by some higher period expenses in our specialty technology solution segment impacting both cogs and sg&a We delivered strong free cash flow in the quarter and closed on a new 5-year credit facility that will support our strategic objectives and capital priorities. we delivered strong free cash flow in the quarter and closed on a new 5-year credit facility that will support our strategic objectives and capital priorities Turning to our segments, I'll start with our Specialty Technology Solution segment. turning to our segments i'll start with our specialty technology solution segment Net sales increased 3% year-over-year and 4% quarter-over-quarter. net sales increased 3% year-over-year and 4% quarter-over-quarter Gross profits increased 1% year-over-year. gross profits increased 1% year-over-year Higher period expense, including freight cost and mix, impacted gross profit margins by approximately 30 basis points. higher period expense including freight cost and mix impacted gross profit margins by approximately 30 basis points Excluding these costs, gross profit growth would have been in line with the revenue growth for the segment. excluding these costs gross profit growth would have been in line with the revenue growth for the segment The percent of gross profits from recurring revenues grew to approximately 18% for the segment and includes positive contributions from the acquisition of Advantix and DataXoom. The Specialty Technology Solutions segment Adjusted EBITDA margin was 2.8%. For the quarter, the impact on segment Adjusted EBITDA margin from higher period expenses is approximately 60 basis points. In our Intelisys and Advisory segment, net sales increased 3% year-over-year, in line with our expectations. Annual net billings increased to approximately $2.85 billion. Gross profits increased 3% year-over-year, while Adjusted EBITDA margin for the segment was 41%. Going a bit deeper on our balance sheet and cash flows. We ended Q2 with approximately $83 million in cash and a net debt leverage ratio of approximately 0 on a trailing 12-month Adjusted EBITDA basis. The percent of gross profits from recurring revenues grew to approximately 18% for the segment and includes positive contributions from the acquisition of Advantix and DataXoom. the percent of gross profits from recurring revenues grew to approximately 18% for the segment and includes positive contributions from the acquisition of advantix and dataxoom The Specialty Technology Solutions segment Adjusted EBITDA margin was 2.8%. the specialty technology solutions segment adjusted ebitda margin was 2.8% For the quarter, the impact on segment Adjusted EBITDA margin from higher period expenses is approximately 60 basis points. for the quarter the impact on segment adjusted ebitda margin from higher period expenses is approximately 60 basis points In our Intelisys and Advisory segment, net sales increased 3% year-over-year, in line with our expectations. in our intelisys and advisory segment net sales increased 3% year-over-year in line with our expectations Annual net billings increased to approximately $2.85 billion. annual net billings increased to approximately $2.85 billion Gross profits increased 3% year-over-year, while Adjusted EBITDA margin for the segment was 41%. gross profits increased 3% year-over-year while adjusted ebitda margin for the segment was 41% Going a bit deeper on our balance sheet and cash flows. going a bit deeper on our balance sheet and cash flows We ended Q2 with approximately $83 million in cash and a net debt leverage ratio of approximately 0 on a trailing 12-month Adjusted EBITDA basis. we ended q2 with approximately $83 million in cash and a net debt leverage ratio of approximately 0 on a trailing 12-month adjusted ebitda basis Adjusted ROIC was 11.9% for the quarter and 13.3% for the first half of FY 2026. Share repurchases for the quarter totaled $18 million, and we have $179 million remaining under our share repurchase authorization. We continue to have a strong balance sheet and are well-positioned to execute our strategic priorities and achieve our three-year goals. Our three-year goals focus on growing the company's gross profit contributions from recurring streams, expanding our profitability, delivering strong free cash flow, and disciplined capital deployment. You can find our goals in the infographic and our investor presentation in the Investor section of our website. We are pleased with the contribution from our acquisitions, including the most recent acquisition of DataXoom, and what they bring to our channel capabilities and our strategic plan. Adjusted ROIC was 11.9% for the quarter and 13.3% for the first half of FY 2026. adjusted roic was 11.9% for the quarter and 13.3% for the first half of fy 2026 Share repurchases for the quarter totaled $18 million, and we have $179 million remaining under our share repurchase authorization. share repurchases for the quarter totaled $18 million and we have $179 million remaining under our share repurchase authorization We continue to have a strong balance sheet and are well-positioned to execute our strategic priorities and achieve our three-year goals. we continue to have a strong balance sheet and are well-positioned to execute our strategic priorities and achieve our three-year goals Our three-year goals focus on growing the company's gross profit contributions from recurring streams, expanding our profitability, delivering strong free cash flow, and disciplined capital deployment. our three-year goals focus on growing the company's gross profit contributions from recurring streams expanding our profitability delivering strong free cash flow and disciplined capital deployment You can find our goals in the infographic and our investor presentation in the Investor section of our website. you can find our goals in the infographic and our investor presentation in the investor section of our website We are pleased with the contribution from our acquisitions, including the most recent acquisition of DataXoom, and what they bring to our channel capabilities and our strategic plan. we are pleased with the contribution from our acquisitions including the most recent acquisition of dataxoom and what they bring to our channel capabilities and our strategic plan We continue to explore acquisition opportunities that could expand our technology stack, our capabilities, and help us drive additional value across our partner ecosystem. Our capital allocation priorities also include continued share repurchases. We are confident in our business model and are optimistic for growth in the second half of our fiscal year. For the first half of our fiscal year, our gross profit margin was close to 14%, and our Adjusted EBITDA margin was over 4.6%. We are updating our full year projections based on our first half performance. We now believe that full year revenue will be in the range of $3 billion-$3.1 billion, and Adjusted EBITDA will be in the range of between $140 million and $150 million. We continue to explore acquisition opportunities that could expand our technology stack, our capabilities, and help us drive additional value across our partner ecosystem. we continue to explore acquisition opportunities that could expand our technology stack our capabilities and help us drive additional value across our partner ecosystem Our capital allocation priorities also include continued share repurchases. our capital allocation priorities also include continued share repurchases We are confident in our business model and are optimistic for growth in the second half of our fiscal year. we are confident in our business model and are optimistic for growth in the second half of our fiscal year For the first half of our fiscal year, our gross profit margin was close to 14%, and our Adjusted EBITDA margin was over 4.6%. for the first half of our fiscal year our gross profit margin was close to 14% and our adjusted ebitda margin was over 4.6% We are updating our full year projections based on our first half performance. we are updating our full year projections based on our first half performance We now believe that full year revenue will be in the range of $3 billion-$3.1 billion, and Adjusted EBITDA will be in the range of between $140 million and $150 million. we now believe that full year revenue will be in the range of $3 billion-$3.1 billion and adjusted ebitda will be in the range of between $140 million and $150 million For annual free cash flow, we maintain our expectations of at least $80 million. Our expectations include an increase in the second half of large deals, as well as investment in our Intelisys and advisory segment to drive new order growth. We'll now open it up for questions. For annual free cash flow, we maintain our expectations of at least $80 million. for annual free cash flow we maintain our expectations of at least $80 million Our expectations include an increase in the second half of large deals, as well as investment in our Intelisys and advisory segment to drive new order growth. our expectations include an increase in the second half of large deals as well as investment in our intelisys and advisory segment to drive new order growth We'll now open it up for questions. we'll now open it up for questions

Speaker 7: Ladies and gentlemen, if you have a question or comment at this time, please press star one one on your telephone keypad. If your question has been answered or you wish to remove yourself from the queue, simply press the pound key. I'm sorry, simply press star one one again. Again, if you have a question or comment, please press star one one on your telephone keypad. Please stand by while we compile the Q&A roster. Our first question or comment comes from the line of Greg Burns from Sidoti. Mr. Burns, your line is open. Ladies and gentlemen, if you have a question or comment at this time, please press star one one on your telephone keypad. ladies and gentlemen if you have a question or comment at this time please press star one one on your telephone keypad If your question has been answered or you wish to remove yourself from the queue, simply press the pound key. if your question has been answered or you wish to remove yourself from the queue simply press the pound key I'm sorry, simply press star one one again. i'm sorry simply press star one one again Again, if you have a question or comment, please press star one one on your telephone keypad. again if you have a question or comment please press star one one on your telephone keypad Please stand by while we compile the Q&A roster. please stand by while we compile the q&a roster Our first question or comment comes from the line of Greg Burns from Sidoti. our first question or comment comes from the line of greg burns from sidoti Mr. Burns, your line is open. mr burns your line is open

Speaker 2: Morning. Could you just give us a little bit more color, maybe on the period costs that you highlighted and, you know, whether or not you expect that to continue into the second half of the year, or are they just going to remain kind of localized into this quarter? Morning. morning Could you just give us a little bit more color, maybe on the period costs that you highlighted and, you know, whether or not you expect that to continue into the second half of the year, or are they just going to remain kind of localized into this quarter? could you just give us a little bit more color maybe on the period costs that you highlighted and you know whether or not you expect that to continue into the second half of the year or are they just going to remain kind of localized into this quarter

Speaker 8: Hi, good morning, Greg. This is Steve. I'll take that question. Yeah, you know, in our 10-Q, we outlined some of the, some of the costs, both in our COGS and in our SG&A. You know, in the COGS piece of it, it's really around mix and freight expense in the quarter that pushed our margins down. We also called out some bad debt expense driven by a customer-specific reserve that we took. And we closely manage our receivables, and we have a very healthy receivables portfolio. So when we look at that, we do think that's more period related. Hi, good morning, Greg. hi good morning greg This is Steve. this is steve I'll take that question. i'll take that question Yeah, you know, in our 10-Q, we outlined some of the, some of the costs, both in our COGS and in our SG&A. yeah you know in our 10-q we outlined some of the some of the costs both in our cogs and in our sg&a You know, in the COGS piece of it, it's really around mix and freight expense in the quarter that pushed our margins down. you know in the cogs piece of it it's really around mix and freight expense in the quarter that pushed our margins down We also called out some bad debt expense driven by a customer-specific reserve that we took. we also called out some bad debt expense driven by a customer-specific reserve that we took And we closely manage our receivables, and we have a very healthy receivables portfolio. and we closely manage our receivables and we have a very healthy receivables portfolio So when we look at that, we do think that's more period related. so when we look at that we do think that's more period related

Speaker 2: Okay, and I guess you mentioned also a little bit slower than expected growth in the technology segment. Could you just maybe give us a little bit more color on, you know, where specifically the lower growth was coming from, or, you know, maybe some detail around product categories that might be helpful for us to better understand the dynamics? Okay, and I guess you mentioned also a little bit slower than expected growth in the technology segment. okay and i guess you mentioned also a little bit slower than expected growth in the technology segment Could you just maybe give us a little bit more color on, you know, where specifically the lower growth was coming from, or, you know, maybe some detail around product categories that might be helpful for us to better understand the dynamics? could you just maybe give us a little bit more color on you know where specifically the lower growth was coming from or you know maybe some detail around product categories that might be helpful for us to better understand the dynamics

Speaker 6: Hey, Greg. Good morning, it's Mike. I think, what I would say about that is the large deals are really part of the story here, and maybe that's where I'll talk about it. We saw large deals get broken up into smaller pieces, and so as they're rolling out, they're not happening normally, and we saw this even last quarter, and so I believe that's the real story here, is that we've got a slowdown in large deals that are being invoiced in the quarter. And we see that, by the way, we see that as part of the challenge for the hardware business as we look out. And implicit in our adjusted guidance is that we do need the large deals to resume, and we believe that that will happen. Hey, Greg. hey greg Good morning, it's Mike. good morning it's mike I think, what I would say about that is the large deals are really part of the story here, and maybe that's where I'll talk about it. i think what i would say about that is the large deals are really part of the story here and maybe that's where i'll talk about it We saw large deals get broken up into smaller pieces, and so as they're rolling out, they're not happening normally, and we saw this even last quarter, and so I believe that's the real story here, is that we've got a slowdown in large deals that are being invoiced in the quarter. we saw large deals get broken up into smaller pieces and so as they're rolling out they're not happening normally and we saw this even last quarter and so i believe that's the real story here is that we've got a slowdown in large deals that are being invoiced in the quarter And we see that, by the way, we see that as part of the challenge for the hardware business as we look out. and we see that by the way we see that as part of the challenge for the hardware business as we look out And implicit in our adjusted guidance is that we do need the large deals to resume, and we believe that that will happen. and implicit in our adjusted guidance is that we do need the large deals to resume and we believe that that will happen

Speaker 2: Okay, is there any specific reason why, why you have more confidence in that? Are you seeing anything specifically, you know, anything you're hearing from your customers? Okay, is there any specific reason why, why you have more confidence in that? okay is there any specific reason why why you have more confidence in that Are you seeing anything specifically, you know, anything you're hearing from your customers? are you seeing anything specifically you know anything you're hearing from your customers

Speaker 6: Well, it is based on information. We just had last week our sales kickoff for our internal specialty sales teams, and so we spent a lot of time talking to our sales teams about what they're hearing from partners, from suppliers. So yeah, it's based on surveys of our partner community and what they believe as they look at their calendar year. And many of these partners, as we all know, you know, they, they don't have large, long pipelines, and so they generally have very good shorter-term information. Well, it is based on information. well it is based on information We just had last week our sales kickoff for our internal specialty sales teams, and so we spent a lot of time talking to our sales teams about what they're hearing from partners, from suppliers. we just had last week our sales kickoff for our internal specialty sales teams and so we spent a lot of time talking to our sales teams about what they're hearing from partners from suppliers So yeah, it's based on surveys of our partner community and what they believe as they look at their calendar year. so yeah it's based on surveys of our partner community and what they believe as they look at their calendar year And many of these partners, as we all know, you know, they, they don't have large, long pipelines, and so they generally have very good shorter-term information. and many of these partners as we all know you know they they don't have large long pipelines and so they generally have very good shorter-term information And we believe that the information we're getting suggests that the large deals will continue to happen. But again, they may be broken up over the quarter, and so this is really more of a for the year, we feel good about it. Q2, we had expected more than we actually booked. And we believe that the information we're getting suggests that the large deals will continue to happen. and we believe that the information we're getting suggests that the large deals will continue to happen But again, they may be broken up over the quarter, and so this is really more of a for the year, we feel good about it. but again they may be broken up over the quarter and so this is really more of a for the year we feel good about it Q2, we had expected more than we actually booked. q2 we had expected more than we actually booked

Speaker 2: ... Okay. All right, great. Thank you. ... Okay. okay All right, great. all right great Thank you. thank you

Speaker 6: Yep. Yep. yep

Speaker 7: Our next question or comment comes from the line of Keith Housum from Northcoast Research. Mr. Housum, your line is now open. Our next question or comment comes from the line of Keith Housum from Northcoast Research. our next question or comment comes from the line of keith housum from northcoast research Mr. Housum, your line is now open. mr housum your line is now open

Speaker 4: Great. Thank you. Can you guys hear me okay? Great. great Thank you. thank you Can you guys hear me okay? can you guys hear me okay

Speaker 6: Yeah, Keith, we got you. Yeah, Keith, we got you. yeah keith we got you

Speaker 4: Okay, great. Great. I appreciate it. Hey, Mike, I understand the memory issue that's affecting a lot of the technology world. You know, maybe on the price side, it may not impact you guys so much 'cause you guys, you know, pretty much pass through the prices. But in terms, what are you hearing from the customers in terms of are, are you seeing prices increasing now? And, you know, any concerns that you have that perhaps should be since there's a supply shortage at some point through not only the second half of your fiscal year, but, you know, throughout all of 2026? Okay, great. okay great Great. great I appreciate it. i appreciate it Hey, Mike, I understand the memory issue that's affecting a lot of the technology world. hey mike i understand the memory issue that's affecting a lot of the technology world You know, maybe on the price side, it may not impact you guys so much 'cause you guys, you know, pretty much pass through the prices. you know maybe on the price side it may not impact you guys so much 'cause you guys you know pretty much pass through the prices But in terms, what are you hearing from the customers in terms of are, are you seeing prices increasing now? but in terms what are you hearing from the customers in terms of are are you seeing prices increasing now And, you know, any concerns that you have that perhaps should be since there's a supply shortage at some point through not only the second half of your fiscal year, but, you know, throughout all of 2026? and you know any concerns that you have that perhaps should be since there's a supply shortage at some point through not only the second half of your fiscal year but you know throughout all of 2026

Speaker 6: Yeah. Good morning, Keith. We talked about that for sure, is the suppliers are indicating that the memory issue will affect them. They don't know, you know, what's the near-term impact versus long-term. And some of it is a pricing issue, as you know, and some of it potentially could be a shortage issue, right? And since so many technology companies use the same memory sources, I think that'll be a challenge for some of our suppliers. So we certainly think that we're going to be in the same position as everyone else in the channel to manage through this. But right now, there's just a lack of visibility as to the near-term impact. So we've adjusted our guidance, knowing what we know today about the potential for that to happen, and right now, it's not significant in our guidance. Okay? Yeah. yeah Good morning, Keith. good morning keith We talked about that for sure, is the suppliers are indicating that the memory issue will affect them. we talked about that for sure is the suppliers are indicating that the memory issue will affect them They don't know, you know, what's the near-term impact versus long-term. they don't know you know what's the near-term impact versus long-term And some of it is a pricing issue, as you know, and some of it potentially could be a shortage issue, right? and some of it is a pricing issue as you know and some of it potentially could be a shortage issue right And since so many technology companies use the same memory sources, I think that'll be a challenge for some of our suppliers. and since so many technology companies use the same memory sources i think that'll be a challenge for some of our suppliers So we certainly think that we're going to be in the same position as everyone else in the channel to manage through this. so we certainly think that we're going to be in the same position as everyone else in the channel to manage through this But right now, there's just a lack of visibility as to the near-term impact. but right now there's just a lack of visibility as to the near-term impact So we've adjusted our guidance, knowing what we know today about the potential for that to happen, and right now, it's not significant in our guidance. so we've adjusted our guidance knowing what we know today about the potential for that to happen and right now it's not significant in our guidance Okay? okay

Speaker 4: Okay. Appreciate it. I'm going to ask you to look into your crystal ball a little bit here as we talk about the Intelisys business. You know, you guys have been restructuring that business now for a few quarters. Are we thinking, you know, the second half of 2026, the calendar year, we should see Intelisys sales start to accelerate from the current levels? Okay. okay Appreciate it. appreciate it I'm going to ask you to look into your crystal ball a little bit here as we talk about the Intelisys business. i'm going to ask you to look into your crystal ball a little bit here as we talk about the intelisys business You know, you guys have been restructuring that business now for a few quarters. you know you guys have been restructuring that business now for a few quarters Are we thinking, you know, the second half of 2026, the calendar year, we should see Intelisys sales start to accelerate from the current levels? are we thinking you know the second half of 2026 the calendar year we should see intelisys sales start to accelerate from the current levels

Speaker 6: Well, I would say this, Keith, we probably didn't restructure as much as we added additional sales capabilities, is the way I would frame it, and what we expected from our sales teams when we brought on Ken Mills, which will be over a year and a half ago now. So for sure, we believe we had to get more aggressive at acquiring new customers and focusing on new orders, and not just at the existing book of business that many of our partners had. Well, I would say this, Keith, we probably didn't restructure as much as we added additional sales capabilities, is the way I would frame it, and what we expected from our sales teams when we brought on Ken Mills, which will be over a year and a half ago now. well i would say this keith we probably didn't restructure as much as we added additional sales capabilities is the way i would frame it and what we expected from our sales teams when we brought on ken mills which will be over a year and a half ago now So for sure, we believe we had to get more aggressive at acquiring new customers and focusing on new orders, and not just at the existing book of business that many of our partners had. so for sure we believe we had to get more aggressive at acquiring new customers and focusing on new orders and not just at the existing book of business that many of our partners had I think part of it, too, is we went through, a couple of years ago, an aging of the Intelisys partner community, where we had many of the partners, as you recall, that were selling their books of business, they were selling their agency, and we kind of saw the peak of that, I believe, a year and a half ago, and I believe that has diminished to some extent. So I believe even the partners that have been around a long time are now focused more on new orders. And I believe the new order growth that we referenced, that is growing faster than our billings, is indicative of what we'll see next year. Already in 2026, we're benefiting from what Ken put in place a year ago. I think part of it, too, is we went through, a couple of years ago, an aging of the Intelisys partner community, where we had many of the partners, as you recall, that were selling their books of business, they were selling their agency, and we kind of saw the peak of that, I believe, a year and a half ago, and I believe that has diminished to some extent. i think part of it too is we went through a couple of years ago an aging of the intelisys partner community where we had many of the partners as you recall that were selling their books of business they were selling their agency and we kind of saw the peak of that i believe a year and a half ago and i believe that has diminished to some extent So I believe even the partners that have been around a long time are now focused more on new orders. so i believe even the partners that have been around a long time are now focused more on new orders And I believe the new order growth that we referenced, that is growing faster than our billings, is indicative of what we'll see next year. and i believe the new order growth that we referenced that is growing faster than our billings is indicative of what we'll see next year Already in 2026, we're benefiting from what Ken put in place a year ago. already in 2026 we're benefiting from what ken put in place a year ago I think that's why we're starting to see momentum, and I expect it will continue to grow at a faster rate than new orders. Yes. I think that's why we're starting to see momentum, and I expect it will continue to grow at a faster rate than new orders. i think that's why we're starting to see momentum and i expect it will continue to grow at a faster rate than new orders Yes. yes

Speaker 4: Okay. Brazil, I see, was down 9% organic this quarter. Anything new happening there? I know, you know, a year or two ago, we lost Broadcom, but I was kind of surprised by how much that declined year-over-year. Okay. okay Brazil, I see, was down 9% organic this quarter. brazil i see was down 9% organic this quarter Anything new happening there? anything new happening there I know, you know, a year or two ago, we lost Broadcom, but I was kind of surprised by how much that declined year-over-year. i know you know a year or two ago we lost broadcom but i was kind of surprised by how much that declined year-over-year

Speaker 6: Yeah, I don't think there's anything specific we can call out, but certainly, we wish that market would recover. It's like a market condition that we're in with all the other distributors in Brazil. So from a market perspective, we feel like our management team is managing the and pulling the levers that are under their control, whether that's managing expenses or whether that's managing inventories and bringing on new suppliers to replace the supplier that we lost. So I think the management team is operating at a very high level, but it's a challenging market right now for the distribution segment in Brazil. Yeah, I don't think there's anything specific we can call out, but certainly, we wish that market would recover. yeah i don't think there's anything specific we can call out but certainly we wish that market would recover It's like a market condition that we're in with all the other distributors in Brazil. it's like a market condition that we're in with all the other distributors in brazil So from a market perspective, we feel like our management team is managing the and pulling the levers that are under their control, whether that's managing expenses or whether that's managing inventories and bringing on new suppliers to replace the supplier that we lost. so from a market perspective we feel like our management team is managing the and pulling the levers that are under their control whether that's managing expenses or whether that's managing inventories and bringing on new suppliers to replace the supplier that we lost So I think the management team is operating at a very high level, but it's a challenging market right now for the distribution segment in Brazil. so i think the management team is operating at a very high level but it's a challenging market right now for the distribution segment in brazil

Speaker 4: That's a higher-than-company average gross profits, correct, in Brazil? That's a higher-than-company average gross profits, correct, in Brazil? that's a higher-than-company average gross profits correct in brazil

Speaker 6: Yes, that's right. And I would say, historically, I don't know how much we talked about it, Steve, but it would drop to the bottom line as well. It would be a higher profitability, Steve. Yes, that's right. yes that's right And I would say, historically, I don't know how much we talked about it, Steve, but it would drop to the bottom line as well. and i would say historically i don't know how much we talked about it steve but it would drop to the bottom line as well It would be a higher profitability, Steve. it would be a higher profitability steve

Speaker 8: Yeah, that's right. Keith, this is Steve. I would say that a lot of their GP flows through. They, they manage costs very well, and, and a lot of that does flow through. Yeah, that's right. yeah that's right Keith, this is Steve. keith this is steve I would say that a lot of their GP flows through. i would say that a lot of their gp flows through They, they manage costs very well, and, and a lot of that does flow through. they they manage costs very well and and a lot of that does flow through

Speaker 4: That's certainly not helping your gross profit line either. That's certainly not helping your gross profit line either. that's certainly not helping your gross profit line either

Speaker 8: That's right. Correct. That's right. that's right Correct. correct

Speaker 4: Okay. Then maybe help me understand a little bit more in terms of the launch that you did today, in terms of one communications team. Perhaps, can you describe how it was operating previously and how that's going to be different going forward? Okay. okay Then maybe help me understand a little bit more in terms of the launch that you did today, in terms of one communications team. then maybe help me understand a little bit more in terms of the launch that you did today in terms of one communications team Perhaps, can you describe how it was operating previously and how that's going to be different going forward? perhaps can you describe how it was operating previously and how that's going to be different going forward

Speaker 6: Yeah, sure. So, we've been trying to figure this out for a while, as to how do we have a partner, let's say it's a traditional communications partner, or it might be a Mitel partner, Keith, or ShoreTel, or Avaya, any of our communications-heavy partners that were traditionally selling premise-based equipment and maybe not selling cloud yet, or maybe they're selling cloud, but the sales team at ScanSource, under Specialty, was only selling on the hardware. And so if a Mitel partner wanted to buy some connectivity products or services or solutions, the ScanSource Specialty seller would have to pass that on as a lead to someone on the Intelisys team. So now we're going to have one team that can service that partner, that will sell the Intelisys products and the Specialty hardware products to the same partner. Yeah, sure. yeah sure So, we've been trying to figure this out for a while, as to how do we have a partner, let's say it's a traditional communications partner, or it might be a Mitel partner, Keith, or ShoreTel, or Avaya, any of our communications-heavy partners that were traditionally selling premise-based equipment and maybe not selling cloud yet, or maybe they're selling cloud, but the sales team at ScanSource, under Specialty, was only selling on the hardware. so we've been trying to figure this out for a while as to how do we have a partner let's say it's a traditional communications partner or it might be a mitel partner keith or shoretel or avaya any of our communications-heavy partners that were traditionally selling premise-based equipment and maybe not selling cloud yet or maybe they're selling cloud but the sales team at scansource under specialty was only selling on the hardware And so if a Mitel partner wanted to buy some connectivity products or services or solutions, the ScanSource Specialty seller would have to pass that on as a lead to someone on the Intelisys team. and so if a mitel partner wanted to buy some connectivity products or services or solutions the scansource specialty seller would have to pass that on as a lead to someone on the intelisys team So now we're going to have one team that can service that partner, that will sell the Intelisys products and the Specialty hardware products to the same partner. so now we're going to have one team that can service that partner that will sell the intelisys products and the specialty hardware products to the same partner So we're going to make it much easier for the partner. It's also going to give our communication hardware sellers a lot more to sell to their partners. So I think the partner community will love this idea. We're going to enable them, we're going to make it easier, and we believe this is going to create new solutions from suppliers that will see this as very attractive way to reach more of the VAR community. So we're going to make it much easier for the partner. so we're going to make it much easier for the partner It's also going to give our communication hardware sellers a lot more to sell to their partners. it's also going to give our communication hardware sellers a lot more to sell to their partners So I think the partner community will love this idea. so i think the partner community will love this idea We're going to enable them, we're going to make it easier, and we believe this is going to create new solutions from suppliers that will see this as very attractive way to reach more of the VAR community. we're going to enable them we're going to make it easier and we believe this is going to create new solutions from suppliers that will see this as very attractive way to reach more of the var community

Speaker 4: How are we going to see that in the income statement going forward? Are you going to move some of the communications down to the Intelisys segment? How are we going to see that in the income statement going forward? how are we going to see that in the income statement going forward Are you going to move some of the communications down to the Intelisys segment? are you going to move some of the communications down to the intelisys segment

Speaker 8: ... No, hey, Keith, this is Steve. No, we'll wind up with the same reporting in our segments. That's a segment reporting discussion. This is more of a management alignment and a go-to-market discussion. ... No, hey, Keith, this is Steve. no hey keith this is steve No, we'll wind up with the same reporting in our segments. no we'll wind up with the same reporting in our segments That's a segment reporting discussion. that's a segment reporting discussion This is more of a management alignment and a go-to-market discussion. this is more of a management alignment and a go-to-market discussion

Speaker 6: Yes, 'cause again, let me finish that part of the description. I left out the end. There'll be Intelisys employees that will be part of this virtual team, and they will sell hardware now. And so, so if you've got an Intelisys agent that's working with an Intelisys salesperson that reports into the Intelisys management team, they'll now have the right model so they can sell hardware. Whereas in the past, the Intelisys employee here at ScanSource would flip that lead, the hardware, over to the hardware guys, and that just wasn't working. There was not the right incentives and opportunities, so that's what's changing. Yes, 'cause again, let me finish that part of the description. yes 'cause again let me finish that part of the description I left out the end. i left out the end There'll be Intelisys employees that will be part of this virtual team, and they will sell hardware now. there'll be intelisys employees that will be part of this virtual team and they will sell hardware now And so, so if you've got an Intelisys agent that's working with an Intelisys salesperson that reports into the Intelisys management team, they'll now have the right model so they can sell hardware. and so so if you've got an intelisys agent that's working with an intelisys salesperson that reports into the intelisys management team they'll now have the right model so they can sell hardware Whereas in the past, the Intelisys employee here at ScanSource would flip that lead, the hardware, over to the hardware guys, and that just wasn't working. whereas in the past the intelisys employee here at scansource would flip that lead the hardware over to the hardware guys and that just wasn't working There was not the right incentives and opportunities, so that's what's changing. there was not the right incentives and opportunities so that's what's changing

Speaker 4: Okay, got it. Thanks, guys. Good luck. Okay, got it. okay got it Thanks, guys. thanks guys Good luck. good luck

Speaker 6: Yeah, thank you. Thanks, Keith. Yeah, thank you. yeah thank you Thanks, Keith. thanks keith

Speaker 7: Thank you. Our next question or comment comes from the line of Guy Hardwick from Barclays. Your line is open. Thank you. thank you Our next question or comment comes from the line of Guy Hardwick from Barclays. our next question or comment comes from the line of guy hardwick from barclays Your line is open. your line is open

Speaker 3: Just wondering how much of the lowering of guidance is the absence of large deals versus the potential shortages of product that you mentioned? Just wondering how much of the lowering of guidance is the absence of large deals versus the potential shortages of product that you mentioned? just wondering how much of the lowering of guidance is the absence of large deals versus the potential shortages of product that you mentioned

Speaker 6: Hey, guys, Mike. Yeah, I think our view right now, I think this is what I was trying to say earlier, is our guidance is relative to large deals, not to shortages. So we, we're not, we're not in our guidance, indicating that there's gonna be a shortage impact on our guidance. That's not what we're suggesting today. Hey, guys, Mike. hey guys mike Yeah, I think our view right now, I think this is what I was trying to say earlier, is our guidance is relative to large deals, not to shortages. yeah i think our view right now i think this is what i was trying to say earlier is our guidance is relative to large deals not to shortages So we, we're not, we're not in our guidance, indicating that there's gonna be a shortage impact on our guidance. so we we're not we're not in our guidance indicating that there's gonna be a shortage impact on our guidance That's not what we're suggesting today. that's not what we're suggesting today

Speaker 3: Okay. And just as a follow-up, could you just kind of update us on the kind of competitive environment in the TSD market? I mean, it looks like the headcounts additions of your competitors have already slowed quite sharply, and it's pretty much flat or down for the last six months. So just wondering, have things improved? Have you noticed any improvements in terms of the market or not yet? Okay. okay And just as a follow-up, could you just kind of update us on the kind of competitive environment in the TSD market? and just as a follow-up could you just kind of update us on the kind of competitive environment in the tsd market I mean, it looks like the headcounts additions of your competitors have already slowed quite sharply, and it's pretty much flat or down for the last six months. i mean it looks like the headcounts additions of your competitors have already slowed quite sharply and it's pretty much flat or down for the last six months So just wondering, have things improved? so just wondering have things improved Have you noticed any improvements in terms of the market or not yet? have you noticed any improvements in terms of the market or not yet

Speaker 6: Well, I think the overall TSD space is very competitive and has been, as you know, for a while. We believe that there has been some changes in their approach to how they're gonna grow their business organically, because we know that from a competitive standpoint, there's been a lot of acquisitive activity from the TSDs, and you've not seen that, of course, from Intelisys, from ScanSource. So we believe that has slowed down, and now I think the opportunity and the pressure on all the TSDs is to grow organically. And that's why you hear us talking about new order growth, and that's what we believe is the right metric, because that will show that we can obviously, in some cases, take market share from the other TSDs, and that's reflective in the new order growth. Well, I think the overall TSD space is very competitive and has been, as you know, for a while. well i think the overall tsd space is very competitive and has been as you know for a while We believe that there has been some changes in their approach to how they're gonna grow their business organically, because we know that from a competitive standpoint, there's been a lot of acquisitive activity from the TSDs, and you've not seen that, of course, from Intelisys, from ScanSource. we believe that there has been some changes in their approach to how they're gonna grow their business organically because we know that from a competitive standpoint there's been a lot of acquisitive activity from the tsds and you've not seen that of course from intelisys from scansource So we believe that has slowed down, and now I think the opportunity and the pressure on all the TSDs is to grow organically. so we believe that has slowed down and now i think the opportunity and the pressure on all the tsds is to grow organically And that's why you hear us talking about new order growth, and that's what we believe is the right metric, because that will show that we can obviously, in some cases, take market share from the other TSDs, and that's reflective in the new order growth. and that's why you hear us talking about new order growth and that's what we believe is the right metric because that will show that we can obviously in some cases take market share from the other tsds and that's reflective in the new order growth But it also, it also talks about improving the value proposition for the TSD, both in the eyes of the partner, who's the seller, but also in the eyes of the suppliers. Because the suppliers, they need organic growth to happen, not just share shift among the TSDs. So we're very focused on organic growth, and we believe that, you will see a change in the market share between all the TSDs over the next year as we execute on our strategy. But it also, it also talks about improving the value proposition for the TSD, both in the eyes of the partner, who's the seller, but also in the eyes of the suppliers. but it also it also talks about improving the value proposition for the tsd both in the eyes of the partner who's the seller but also in the eyes of the suppliers Because the suppliers, they need organic growth to happen, not just share shift among the TSDs. because the suppliers they need organic growth to happen not just share shift among the tsds So we're very focused on organic growth, and we believe that, you will see a change in the market share between all the TSDs over the next year as we execute on our strategy. so we're very focused on organic growth and we believe that you will see a change in the market share between all the tsds over the next year as we execute on our strategy

Speaker 3: Thank you. Thank you. thank you

Speaker 6: You bet. You bet. you bet

Speaker 7: Again, ladies and gentlemen, if you have a question or comment at this time, please press star one one on your telephone keypad. Our next question or comment comes from the line of Adam Tindle from Raymond James. Mr. Tindle, your line is open. Again, ladies and gentlemen, if you have a question or comment at this time, please press star one one on your telephone keypad. again ladies and gentlemen if you have a question or comment at this time please press star one one on your telephone keypad Our next question or comment comes from the line of Adam Tindle from Raymond James. our next question or comment comes from the line of adam tindle from raymond james Mr. Tindle, your line is open. mr tindle your line is open

Speaker 1: Okay, thanks. Good afternoon. Mike, I just wanted to take a step back. I know we've gone through a lot of detail in this call, but if we take a step back and think, we're two quarters into the fiscal year now, you're reducing guidance. If you were to rewind to your initial fiscal 2026 plan, what would be, you know, sort of the biggest variance areas versus your expectations entering this year? I hear you on the large deals. I just want to push back. I mean, that we would think that would be just kind of more of a timing issue throughout the course of the year. Okay, thanks. okay thanks Good afternoon. good afternoon Mike, I just wanted to take a step back. mike i just wanted to take a step back I know we've gone through a lot of detail in this call, but if we take a step back and think, we're two quarters into the fiscal year now, you're reducing guidance. i know we've gone through a lot of detail in this call but if we take a step back and think we're two quarters into the fiscal year now you're reducing guidance If you were to rewind to your initial fiscal 2026 plan, what would be, you know, sort of the biggest variance areas versus your expectations entering this year? if you were to rewind to your initial fiscal 2026 plan what would be you know sort of the biggest variance areas versus your expectations entering this year I hear you on the large deals. i hear you on the large deals I just want to push back. i just want to push back I mean, that we would think that would be just kind of more of a timing issue throughout the course of the year. i mean that we would think that would be just kind of more of a timing issue throughout the course of the year So if you were to kind of, you know, sit yourself back in the seat when you were entering this year versus, you know, now, what are kind of the key areas that maybe have been a little bit disappointing relative to your expectations that caused the reduction in guidance? So if you were to kind of, you know, sit yourself back in the seat when you were entering this year versus, you know, now, what are kind of the key areas that maybe have been a little bit disappointing relative to your expectations that caused the reduction in guidance? so if you were to kind of you know sit yourself back in the seat when you were entering this year versus you know now what are kind of the key areas that maybe have been a little bit disappointing relative to your expectations that caused the reduction in guidance

Speaker 6: Yeah, yeah. Good morning, Adam. Well, let me go back to something I used to say a lot, is that our business is very hard to forecast. Orders come in today, they go out today. This is in the specialty business, which is where the challenge has been. So no news there, that's how that business has always worked. Very difficult to forecast what we're gonna do beyond today. We get orders in today, we ship today, right? We don't work off of a backlog, traditionally. We get information on large deals that will happen, but there's no guarantees when they'll actually ship. And to answer your question directly, Adam, if I go back and remember what we were saying back in August, we were saying, like the year before, this is gonna be a second half-loaded year. Yeah, yeah. yeah yeah Good morning, Adam. good morning adam Well, let me go back to something I used to say a lot, is that our business is very hard to forecast. well let me go back to something i used to say a lot is that our business is very hard to forecast Orders come in today, they go out today. orders come in today they go out today This is in the specialty business, which is where the challenge has been. this is in the specialty business which is where the challenge has been So no news there, that's how that business has always worked. so no news there that's how that business has always worked Very difficult to forecast what we're gonna do beyond today. very difficult to forecast what we're gonna do beyond today We get orders in today, we ship today, right? we get orders in today we ship today right We don't work off of a backlog, traditionally. we don't work off of a backlog traditionally We get information on large deals that will happen, but there's no guarantees when they'll actually ship. we get information on large deals that will happen but there's no guarantees when they'll actually ship And to answer your question directly, Adam, if I go back and remember what we were saying back in August, we were saying, like the year before, this is gonna be a second half-loaded year. and to answer your question directly adam if i go back and remember what we were saying back in august we were saying like the year before this is gonna be a second half-loaded year That we believe go and giving annual guidance is, again, not something that I enjoy doing, but we did because we have for the last few years. So giving annual guidance back in August with the visibility I have today, I would have said, "Well, we probably should have forecasted the first half a little lower, expecting the second half to be bigger." And what we're trying to say now is, the second half is gonna show growth. And the second in this guidance that you'll see, like at the midpoint, that's gonna show that we're gonna have modest growth year-over-year for the second half. For the year, that's not a great number, but if we can, in the second half, show growth, we believe we'll then build momentum going into 2027. That we believe go and giving annual guidance is, again, not something that I enjoy doing, but we did because we have for the last few years. that we believe go and giving annual guidance is again not something that i enjoy doing but we did because we have for the last few years So giving annual guidance back in August with the visibility I have today, I would have said, "Well, we probably should have forecasted the first half a little lower, expecting the second half to be bigger." And what we're trying to say now is, the second half is gonna show growth. so giving annual guidance back in august with the visibility i have today i would have said "well we probably should have forecasted the first half a little lower expecting the second half to be bigger." and what we're trying to say now is the second half is gonna show growth And the second in this guidance that you'll see, like at the midpoint, that's gonna show that we're gonna have modest growth year- over- year for the second half. and the second in this guidance that you'll see like at the midpoint that's gonna show that we're gonna have modest growth year- over- year for the second half For the year, that's not a great number, but if we can, in the second half, show growth, we believe we'll then build momentum going into 2027. for the year that's not a great number but if we can in the second half show growth we believe we'll then build momentum going into 2027 And that's the way we've always built our business. And that's the way we've always built our business. and that's the way we've always built our business

Speaker 1: Yeah, I understand. Trust me, I think we can fully empathize with the difficulty in forecasting. I think you're telling my boss that I need a raise. Yeah, I understand. yeah i understand Trust me, I think we can fully empathize with the difficulty in forecasting. trust me i think we can fully empathize with the difficulty in forecasting I think you're telling my boss that I need a raise. i think you're telling my boss that i need a raise

Speaker 6: ... Exactly. Yeah, exactly. Exactly, exactly. ... Exactly. exactly Yeah, exactly. yeah exactly Exactly, exactly. exactly exactly

Speaker 1: Steve, I wanted to ask on the magnitude of the cut. I mean, I think it makes a lot of sense for investors to kind of take the medicine now and, you know, rather than set expectations to climb back for the year, let's just go ahead and reduce. But on the magnitude, understand you don't guide, you know, on a quarterly basis necessarily, but, you know, relative to, I think, a lot of our expectations in the quarter, this guidance was reduced by kind of more than that annualized "miss," quote, unquote. How did you think about, you know, the magnitude of the guidance reduction? And I also noticed that you, I think you maintained free cash flow, so maybe touch on how you're able to do that. Steve, I wanted to ask on the magnitude of the cut. steve i wanted to ask on the magnitude of the cut I mean, I think it makes a lot of sense for investors to kind of take the medicine now and, you know, rather than set expectations to climb back for the year, let's just go ahead and reduce. i mean i think it makes a lot of sense for investors to kind of take the medicine now and you know rather than set expectations to climb back for the year let's just go ahead and reduce But on the magnitude, understand you don't guide, you know, on a quarterly basis necessarily, but, you know, relative to, I think, a lot of our expectations in the quarter, this guidance was reduced by kind of more than that annualized "miss," quote, unquote. but on the magnitude understand you don't guide you know on a quarterly basis necessarily but you know relative to i think a lot of our expectations in the quarter this guidance was reduced by kind of more than that annualized "miss," quote unquote How did you think about, you know, the magnitude of the guidance reduction? how did you think about you know the magnitude of the guidance reduction And I also noticed that you, I think you maintained free cash flow, so maybe touch on how you're able to do that. and i also noticed that you i think you maintained free cash flow so maybe touch on how you're able to do that

Speaker 8: Yeah. Good morning, Adam. Yeah, a couple things. When we look at the second half, we look at it a couple of ways, right? We're trying to take the information that we have from our customer base, what they're working on, and then we put that against... Really, if you look back over our years, and you look at first half versus second half performance, and I'm thinking about the last two years, we've been kind of 49, 51, 50/50. And so that's how we get confidence in this, the second half looks a whole lot like the first half, a little bit of growth that we see coming, because again, we're thinking large deals are going to have to return. Yeah. yeah Good morning, Adam. good morning adam Yeah, a couple things. yeah a couple things When we look at the second half, we look at it a couple of ways, right? when we look at the second half we look at it a couple of ways right We're trying to take the information that we have from our customer base, what they're working on, and then we put that against... we're trying to take the information that we have from our customer base what they're working on and then we put that against Really, if you look back over our years, and you look at first half versus second half performance, and I'm thinking about the last two years, we've been kind of 49, 51, 50/50. really if you look back over our years and you look at first half versus second half performance and i'm thinking about the last two years we've been kind of 49 51 50/50 And so that's how we get confidence in this, the second half looks a whole lot like the first half, a little bit of growth that we see coming, because again, we're thinking large deals are going to have to return. and so that's how we get confidence in this the second half looks a whole lot like the first half a little bit of growth that we see coming because again we're thinking large deals are going to have to return This, to your point before, it's been more of a pushout than it is a loss, and so that's, that's what's really guiding our expectations. On the free cash flow, I think this comes back to the way we've changed our business model and the confidence we have in our business model, and this is what should happen if we're growing in that low, low single digits rate. We have a lot of confidence in our team's ability to deliver that at least $80 million in free cash flow, which has a really good cash yield for us. This, to your point before, it's been more of a pushout than it is a loss, and so that's, that's what's really guiding our expectations. this to your point before it's been more of a pushout than it is a loss and so that's that's what's really guiding our expectations On the free cash flow, I think this comes back to the way we've changed our business model and the confidence we have in our business model, and this is what should happen if we're growing in that low, low single digits rate. on the free cash flow i think this comes back to the way we've changed our business model and the confidence we have in our business model and this is what should happen if we're growing in that low low single digits rate We have a lot of confidence in our team's ability to deliver that at least $80 million in free cash flow, which has a really good cash yield for us. we have a lot of confidence in our team's ability to deliver that at least $80 million in free cash flow which has a really good cash yield for us

Speaker 1: Yep, that makes sense. And you know I'm gonna ask about capital allocation following that question, of course. Mike, I mean, you know, obviously, one day is not necessarily a trend, but the stock's now hovering below book value. You know, does this, so, you know, obviously, you're gonna maintain free cash flow for the year, as Steve just mentioned, so you have some, you know, cash to work with. How are you thinking about priorities around capital allocation, and does this, you know, perhaps elevate share repurchase? Yep, that makes sense. yep that makes sense And you know I'm gonna ask about capital allocation following that question, of course. and you know i'm gonna ask about capital allocation following that question of course Mike, I mean, you know, obviously, one day is not necessarily a trend, but the stock's now hovering below book value. mike i mean you know obviously one day is not necessarily a trend but the stock's now hovering below book value You know, does this, so, you know, obviously, you're gonna maintain free cash flow for the year, as Steve just mentioned, so you have some, you know, cash to work with. you know does this so you know obviously you're gonna maintain free cash flow for the year as steve just mentioned so you have some you know cash to work with How are you thinking about priorities around capital allocation, and does this, you know, perhaps elevate share repurchase? how are you thinking about priorities around capital allocation and does this you know perhaps elevate share repurchase

Speaker 6: I think what we like to do as a management team and at our board level is talk about what we are trying to do on a three-year basis, and our three-year goals, we believe, are still intact, and we said that in our call. And we believe if you look at our three-year goals, we believe we can have, we can have growth, and from a gross profit perspective, which is where we've been saying we've got to focus on gross profit growth. To do that, we have to have some top-line help, there's no doubt about it. And we believe that for us, there's a combination of organic and inorganic that needs to happen on the growth side. And at the same time, as we've said, I believe we said our share repurchase authorization is still, like, $179 million. I think what we like to do as a management team and at our board level is talk about what we are trying to do on a three-year basis, and our three-year goals, we believe, are still intact, and we said that in our call. i think what we like to do as a management team and at our board level is talk about what we are trying to do on a three-year basis and our three-year goals we believe are still intact and we said that in our call And we believe if you look at our three-year goals, we believe we can have, we can have growth, and from a gross profit perspective, which is where we've been saying we've got to focus on gross profit growth. and we believe if you look at our three-year goals we believe we can have we can have growth and from a gross profit perspective which is where we've been saying we've got to focus on gross profit growth To do that, we have to have some top-line help, there's no doubt about it. to do that we have to have some top-line help there's no doubt about it And we believe that for us, there's a combination of organic and inorganic that needs to happen on the growth side. and we believe that for us there's a combination of organic and inorganic that needs to happen on the growth side And at the same time, as we've said, I believe we said our share repurchase authorization is still, like, $179 million. and at the same time as we've said i believe we said our share repurchase authorization is still like $179 million In the first half of this year, we bought about $40 million in shares. Steve, is that right? In the first half of this year, we bought about $40 million in shares. in the first half of this year we bought about $40 million in shares Steve, is that right? steve is that right

Speaker 8: Right. Right. right

Speaker 6: So we believe that's indicative of our strategy, that our strategy hasn't changed. This quarter, we hope our investors don't believe our strategy has changed. We hate to deliver news that's not what we expected. But again, if we think about this is a quarter, this isn't the year, and we wanted to be fair, though, to everyone about our expectations for this second half and make sure that we're not oversteering, and we believe we're being, as you know, we have a strong history of doing our best to give our investors an accurate, clear view of what we know today. But our goal is, let's keep our three-year strategic goals in mind, and we believe those are very strong. So we believe that's indicative of our strategy, that our strategy hasn't changed. so we believe that's indicative of our strategy that our strategy hasn't changed This quarter, we hope our investors don't believe our strategy has changed. this quarter we hope our investors don't believe our strategy has changed We hate to deliver news that's not what we expected. we hate to deliver news that's not what we expected But again, if we think about this is a quarter, this isn't the year, and we wanted to be fair, though, to everyone about our expectations for this second half and make sure that we're not oversteering, and we believe we're being, as you know, we have a strong history of doing our best to give our investors an accurate, clear view of what we know today. but again if we think about this is a quarter this isn't the year and we wanted to be fair though to everyone about our expectations for this second half and make sure that we're not oversteering and we believe we're being as you know we have a strong history of doing our best to give our investors an accurate clear view of what we know today But our goal is, let's keep our three-year strategic goals in mind, and we believe those are very strong. but our goal is let's keep our three-year strategic goals in mind and we believe those are very strong And again, as we look at the second half, based on our annual guidance that we've adjusted to, that's still a very strong EBITDA margin for the year that'll come in, consistent with what we're doing from a three-year goal perspective, and I think that's the important part, is look at the metrics that we'll still deliver. This is a very strong company, excellent balance sheet with strong profitability. And again, as we look at the second half, based on our annual guidance that we've adjusted to, that's still a very strong EBITDA margin for the year that'll come in, consistent with what we're doing from a three-year goal perspective, and I think that's the important part, is look at the metrics that we'll still deliver. and again as we look at the second half based on our annual guidance that we've adjusted to that's still a very strong ebitda margin for the year that'll come in consistent with what we're doing from a three-year goal perspective and i think that's the important part is look at the metrics that we'll still deliver This is a very strong company, excellent balance sheet with strong profitability. this is a very strong company excellent balance sheet with strong profitability

Speaker 1: Got it. I'm gonna do one more. I think I might be last in the queue. So, on Intelisys, I did want to ask, Mike, the dynamic of, I think, billings lagging, new orders, was something that sounded a little bit newer. I just wanted you to, you know, maybe double-click and help explain that dynamic. I mean, you've been operating Intelisys for many years now. I could have missed it, but I don't recall hearing that dynamic much over the past number of years. So maybe just kind of double-click on what that was and what changed to drive that. Got it. got it I'm gonna do one more. i'm gonna do one more I think I might be last in the queue. i think i might be last in the queue So, on Intelisys, I did want to ask, Mike, the dynamic of, I think, billings lagging, new orders, was something that sounded a little bit newer. so on intelisys i did want to ask mike the dynamic of i think billings lagging new orders was something that sounded a little bit newer I just wanted you to, you know, maybe double-click and help explain that dynamic. i just wanted you to you know maybe double-click and help explain that dynamic I mean, you've been operating Intelisys for many years now. i mean you've been operating intelisys for many years now I could have missed it, but I don't recall hearing that dynamic much over the past number of years. i could have missed it but i don't recall hearing that dynamic much over the past number of years So maybe just kind of double-click on what that was and what changed to drive that. so maybe just kind of double-click on what that was and what changed to drive that And Steve, is there any way to, and this is probably a difficult one, but to quantify that, the impact that that's having, and maybe when that catches up, how, you know, how we think about it in the financial statements? And Steve, is there any way to, and this is probably a difficult one, but to quantify that, the impact that that's having, and maybe when that catches up, how, you know, how we think about it in the financial statements? and steve is there any way to and this is probably a difficult one but to quantify that the impact that that's having and maybe when that catches up how you know how we think about it in the financial statements

Speaker 6: Well, well, let me... The reason we started talking about new order growth was, I'm gonna think back now, it was probably three years ago, Adam, that we, we started talking about this, margin pressure, if you recall. The margin pressure that was happening at Intelisys and in the TSD community as, all the other TSDs started bringing in new ownership, PE investments, and there was a market share land grab, which, which drove margins down for Intelisys, which drove down our revenue growth, right? And we would start talking, as, as you know, about, our revenues, and we talked about end user billings. And generally, the end user billings were really, at the end of the day, a great metric for, is this market growing? Well, well, let me... well well let me The reason we started talking about new order growth was, I'm gonna think back now, it was probably three years ago, Adam, that we, we started talking about this, margin pressure, if you recall. the reason we started talking about new order growth was i'm gonna think back now it was probably three years ago adam that we we started talking about this margin pressure if you recall The margin pressure that was happening at Intelisys and in the TSD community as, all the other TSDs started bringing in new ownership, PE investments, and there was a market share land grab, which, which drove margins down for Intelisys, which drove down our revenue growth, right? the margin pressure that was happening at intelisys and in the tsd community as all the other tsds started bringing in new ownership pe investments and there was a market share land grab which which drove margins down for intelisys which drove down our revenue growth right And we would start talking, as, as you know, about, our revenues, and we talked about end user billings. and we would start talking as as you know about our revenues and we talked about end user billings And generally, the end user billings were really, at the end of the day, a great metric for, is this market growing? and generally the end user billings were really at the end of the day a great metric for is this market growing Because we would have margin pressure that in a year or a quarter would reduce our growth because of just margin compression. But it looked like the TAM was slowing down, or the opportunity was slowing down, and that wasn't the case. So- Because we would have margin pressure that in a year or a quarter would reduce our growth because of just margin compression. because we would have margin pressure that in a year or a quarter would reduce our growth because of just margin compression But it looked like the TAM was slowing down, or the opportunity was slowing down, and that wasn't the case. but it looked like the tam was slowing down or the opportunity was slowing down and that wasn't the case So- so- ... We decided a year ago that we needed to start being able to talk about new orders. If we can have a number, and we decided not to give a number because we're in a competitive market against other private companies. And so we believe new orders growth faster than our revenues is indicative of what will come. And so this delay that happens, because if we close an order today, it may not get billed for 6-12 months from now, maybe even 15 months. And so it's this focus, Adam, on new orders that you won't see in the quarter that are indicative of future revenues. And that's why this pivot to that is important that we communicate it. ... We decided a year ago that we needed to start being able to talk about new orders. we decided a year ago that we needed to start being able to talk about new orders If we can have a number, and we decided not to give a number because we're in a competitive market against other private companies. if we can have a number and we decided not to give a number because we're in a competitive market against other private companies And so we believe new orders growth faster than our revenues is indicative of what will come. and so we believe new orders growth faster than our revenues is indicative of what will come And so this delay that happens, because if we close an order today, it may not get billed for 6-12 months from now, maybe even 15 months. and so this delay that happens because if we close an order today it may not get billed for 6-12 months from now maybe even 15 months And so it's this focus, Adam, on new orders that you won't see in the quarter that are indicative of future revenues. and so it's this focus adam on new orders that you won't see in the quarter that are indicative of future revenues And that's why this pivot to that is important that we communicate it. and that's why this pivot to that is important that we communicate it

Speaker 8: Yeah, Adam, this is Steve. I'll take the second half of that question. The impossible one to answer, right, is how do we know? Well, we believe, and I think the message to our investors is as we invest, we're looking for the right ROI on those investments. So if you're hearing us continue to invest in Intelisys and in that order growth, we believe that there's a good ROI on that, because this all has to hold together with our three-year goals and the goals that we've laid out and we're committed to. So that's the best way to think about is this? Are we still confident that we're continuing to accelerate the new order growth? If we're still investing in there, our expectation is it's a good ROI, and we continue to do it. Yeah, Adam, this is Steve. yeah adam this is steve I'll take the second half of that question. i'll take the second half of that question The impossible one to answer, right, is how do we know? the impossible one to answer right is how do we know Well, we believe, and I think the message to our investors is as we invest, we're looking for the right ROI on those investments. well we believe and i think the message to our investors is as we invest we're looking for the right roi on those investments So if you're hearing us continue to invest in Intelisys and in that order growth, we believe that there's a good ROI on that, because this all has to hold together with our three-year goals and the goals that we've laid out and we're committed to. so if you're hearing us continue to invest in intelisys and in that order growth we believe that there's a good roi on that because this all has to hold together with our three-year goals and the goals that we've laid out and we're committed to So that's the best way to think about is this? so that's the best way to think about is this Are we still confident that we're continuing to accelerate the new order growth? are we still confident that we're continuing to accelerate the new order growth If we're still investing in there, our expectation is it's a good ROI, and we continue to do it. if we're still investing in there our expectation is it's a good roi and we continue to do it

Speaker 1: Very helpful. Thanks. Look forward to seeing you next month at our conference. Very helpful. very helpful Thanks. thanks Look forward to seeing you next month at our conference. look forward to seeing you next month at our conference

Speaker 8: Yeah. Thanks, Adam. Yeah. yeah Thanks, Adam. thanks adam

Speaker 7: Thank you. I'm showing no additional questions in the queue at this time. I'd like to turn the conference back over to Mr. Steve Jones for any closing remarks. Thank you. thank you I'm showing no additional questions in the queue at this time. i'm showing no additional questions in the queue at this time I'd like to turn the conference back over to Mr. Steve Jones for any closing remarks. i'd like to turn the conference back over to mr steve jones for any closing remarks

Speaker 8: Yeah, thank you, and thank you for joining us today. We expect to hold our next conference call to discuss March 31st quarterly results on Thursday, May 7, 2026, at approximately 10:30 A.M. Yeah, thank you, and thank you for joining us today. yeah thank you and thank you for joining us today We expect to hold our next conference call to discuss March 31st quarterly results on Thursday, May 7, 2026, at approximately 10:30 A.M. we expect to hold our next conference call to discuss march 31st quarterly results on thursday may 7 2026 at approximately 10:30 a.m

Speaker 7: Gentlemen. Ladies and gentlemen, thank you for participating in today's conference. This concludes the program. You may now disconnect. Everyone, have a wonderful day. Speakers, stand by. Gentlemen. gentlemen Ladies and gentlemen, thank you for participating in today's conference. ladies and gentlemen thank you for participating in today's conference This concludes the program. this concludes the program You may now disconnect. you may now disconnect Everyone, have a wonderful day. everyone have a wonderful day Speakers, stand by. speakers stand by