Array Technologies, Inc. (ARRY) Earnings Call Transcript

Good afternoon, ladies and gentlemen, and welcome to Array Technologies' Second Quarter 2026 Earnings Conference Call. [Operator Instructions] This call is being recorded on Wednesday, August 5, 2026. I would now like to turn the conference over to Sarah Sheppard, Senior Director of Investor Relations. Please go ahead.

Thank you. I would like to welcome everyone to Array Technologies' Second Quarter 2026 Earnings Conference Call. I am joined on this call by Kevin Hostetler, our CEO, Keith Jennings, our CFO, and Neil Manning, our President and COO. Today's call is being webcast via our Investor Relations site at ir.arraytechinc.com, where the related presentation and press release are also available. Today's discussion of financial results includes non-GAAP measures. A reconciliation of GAAP to non-GAAP financial measures can be found in the related presentation and on our website. We encourage you to visit our website at arraytechinc.com for the most current information on our company. As a reminder, the matters we are discussing today include forward-looking statements regarding market demand and supply, our expected results, and other matters. These forward-looking statements are subject to risks and uncertainties that may cause actual results to differ materially from statements made on this call. We refer you to the periodic reports we file with the SEC for a discussion of risks that may affect our future results. Although we believe the expectations reflected in the forward-looking statements are reasonable, we cannot guarantee future results, levels of activity, performance, or achievements. We are under no duty to update any of these forward-looking statements to conform these statements to actual results, except as required by law. I'll now turn the call over to Kevin.

Thank you, Sarah. Good afternoon, everyone, and thank you for joining us. I'll begin with second quarter highlights and recent business updates. I'll then pass it to Neil and Keith to cover our innovation updates and financial performance. Let's begin on slide 4 with a brief discussion of our financial performance for the quarter. Q2 was a quarter of exceptional momentum across every key metric on the page. Revenue came in at $342 million, up 53% versus the first quarter, driven by 38% tracker volume growth and substantial sequential growth within our APA business as project activity accelerated. That top line strength flowed through to profitability. Adjusted gross profit was $105 million, up 53% sequentially versus the first quarter, with an adjusted gross margin of 30.8%. Our year-to-date figure also stands at an impressive 30.8%, reflecting strong first-half execution. We also achieved adjusted EBITDA of $63 million, more than doubling the first quarter, with adjusted EBITDA margins also improving 560 basis points sequentially, coming in over 18%. On the bottom line, we delivered net income of $8 million and adjusted net income of $37 million, an increase of nearly $30 million versus the first quarter. Our traction on new products and our continued commercial, supply chain, and operational execution give us real confidence in our profitability trajectory for the balance of the year. Finally, as a continuing proof point of our strong commercial momentum, I'm pleased to report we achieved a third consecutive record order book this quarter of $2.5 billion, up 37% versus the same period last year, with over $500 million of new bookings in the quarter, roughly half of which came from our Tier 1 customers, including several projects greater than 500 megawatts. This brings our 12-month trailing book-to-bill ratio to an impressive 1.5x with over $1.8 billion of new bookings. I'll now turn to slide 5 to discuss some of our recent business updates and how we continue to execute against our strategic priorities. Our focus remains anchored in our 3 strategic priorities: innovating our future, elevating our international business, and advancing a customer-first culture. I want to begin by recognizing our cross-functional teams whose execution has enabled our most ambitious and prolific year of new product introductions in Array's history. We're listening to our customers, translating their feedback into differentiated solutions, and leading through innovation in utility-scale solar. In the past few months, we formally launched DuraTrack D2S for international markets at Intersolar Munich, extending our differentiated flagship technology into important new growth geographies. During the second quarter, we also announced OmniTrack 2.0, our next-generation terrain-following tracker. And in July, we announced the development of our DuraTrack 60-degree variant, which is engineered for greater resilience in extreme weather environments while optimizing CAPEX and lowering insurance costs for our customers. In partnership with APA, we also launched the Array Atlas suite of foundation-to-tracker solutions that gives customers a more complete integrated offering engineered from the ground up and bringing a real competitive solution to traditional piles. Neil will provide more details on each of these exciting innovations shortly. Finally, touching on our M&A strategy, our APA integration is progressing very well, and we signed a definitive agreement to acquire Affordable Wire Management, or AWM, which we expect to broaden our electrical balance of system offering, deepening the value we deliver to customers, while also extending our business into battery storage and data center applications. We expect to close this acquisition in the third quarter of 2026, subject to receipt of regulatory approvals and the satisfaction of other customary closing conditions. Moving to slide 6, I want to take the time to discuss our M&A updates in greater detail, beginning with APA's progress now that we are nearly 1 year post-close. When we acquired APA last August, the thesis was simple. Take a strong, well-led, growing, fixed-tilt racking and engineered foundations business, enable benefits from Array's scale and bankability, and then accelerate its growth by expanding its access to significantly larger utility-scale solar opportunities. 1 year in, our results say we did exactly that. APA's year-to-date book-to-bill is over 1.5x, and pipeline quoting activity continues to grow substantially sequentially. This early momentum has resulted in a first-half revenue 17% ahead of 2025, and the business remains on track to hit our 2026 targets of significant double-digit revenue growth and margin expansion. APA's average pipeline project size has more than doubled since the acquisition, a clear signal that demand is rapidly accelerating and the playbook we are deploying is working. So what has enabled this progress? It starts with the market intimacy and foundation engineering expertise brought forward by the leadership of APA. This, when coupled with the credibility and bankability of Array, brings APA into utility-scale conversations that simply weren't available to it on a standalone basis across both the fixed-tilt and A-frame portions of their business. We're also putting Array's scale to work in procurement, warehousing, and logistics, leveraging our supplier relationships to drive margin expansion. The bigger story, though, is what this combination has unlocked for Array as a whole. We are pleased to introduce the Array Atlas suite of products, the first step of many into integrated innovation between Array and APA. Our first integrated foundation-to-tracker products designed exclusively for multiple Array tracker platforms with APA engineered foundations. The Array Atlas products meaningfully reduce component count and are designed to dramatically improve installation efficiency in the field. Our engineered foundations now attach to tracker awards, expanding our share of wallet on projects and creating additional opportunities for margin accretion over time. Since closing, we've seen an ever-expanding pipeline of joint opportunities. And importantly, we've proven we can acquire, integrate, and scale. Our integration process serves as the template for expanding across the balance of systems. And it's exactly the playbook we're applying to AWM, which I'll turn to next on Slide 7. Affordable Wire Management is a leading provider of cable management and safety products serving solar, battery storage, and data center customers with nearly $60 million in trailing 12-month revenue. The pending acquisition reflects our disciplined M&A strategy, acquiring category-leading, profitable businesses with differentiated technology that strengthen our integrated platform and create real customer value through a high degree of technical interoperability and ease of installation. The strategic rationale of the deal comes down to 4 points. First, we're executing our balance of systems strategy by acquiring a differentiated leader in an adjacent segment with a suite of proven and highly engineered products. While lower priced than trackers, these products are critical for installers and asset owners. Second, our global sales footprint combined with our operational scale. We're cross-selling to our existing global customers and leveraging our economies of scale across our manufacturing, sourcing, and logistics footprint creates very real revenue and cost synergy opportunities. Third, a disciplined financial approach. AWM is a consistently profitable market leader, which we expect to be high single-digit accretive to Array's adjusted EPS in year 1 before synergies. The base purchase price, combined with the anticipated benefit of stepping up the tax basis of AWM's assets, represents an attractive 6x trailing 12-month EBITDA multiple, which, by design, improves further as the earn-out is achieved. And fourth, we believe the integration is de-risked. Like in the case of our acquisition of APA, AWM's founders and existing leadership team will continue to run the business, supported by the same integration process that helped drive APA's outstanding year 1 results. With that, I'll turn it over to Neil, to discuss our recent innovation updates.

Thank you, Kevin. 2026 is our largest launch year ever, with 5 significant product introductions, each developed through deep voice of customer engagement, and each expanding our addressable market or potential share of wallet on every project. Innovation continues to be the driving force behind our record $2.5 billion order book. Products launched since 2023, OmniTrack, SkyLink, SmarTrack, Hail XP, and APA account for roughly 50% of our order book and drive nearly half of our revenue in 2026, compared to 1/3 in 2025. A powerful indicator that our focused innovation strategy is translating into customer adoption and real commercial success. Software revenue alone doubled year-to-date, demonstrating our customers' willingness to embrace our value-maximizing offerings. Feedback from the hundreds of customers and industry contacts we've consulted over the last 2 years has informed the next evolution of our portfolio. Let's walk through these exciting updates. Turning to slide 10. In the first half of 2026, we launched OmniTrack 2.0 and formally launched DuraTrack D2S. Last quarter, we highlighted D2S, a purpose-built international tracker, which we formally launched at Intersolar Munich in June. Early customer reception has been strong. It delivers DuraTrack reliability with our patented differentiated passive wind stow technology and our proven architecture into the 2-row format that international markets have been demanding. This supports our momentum in markets like Turkey, Colombia, and Peru with regionally optimized design and logistics. We're equally as excited about OmniTrack 2.0, our next-generation terrain-following tracker. This upgrade now accommodates an industry-leading slope change up to 2 degrees between adjacent posts, allowing the system to traverse a greater degree of undulating terrain. This cuts site grading, civil work, and structural steel requirements by a substantial amount, saving up to $2.5 million for every 100 megawatts. For reference, this would be between 20% to 25% of the overall cost of the tracker in this application. This grading also means reduced permitting scope and shorter timelines and expands buildable land on constrained sites, directly improving project returns for our customers. Also, recently at our third annual Insurance Forum in Boston, attended by insurance leaders from more than 25 companies, we announced the DuraTrack 60-degree variant, delivering extreme weather resilience at a lower capital cost. This product was built with direct input from customers and insurers, as that continues to be our standard practice in new product development. What are insurers asking us for? Protect the asset in a hailstorm without paying for greater tracker capability than the site needs. That's what this product does. 60-degree stow is paired with our patented SmarTrack Hail Alert Response and executes reliably more than 99% of the time. And because it runs on a wired AC motor with wired communications, it keeps working precisely when severe weather takes down battery-powered wireless systems. This solution delivers incredible resilience at a lower capital cost than higher angle trackers, including foundations. And a third-party validated, unique to Array, Wind XP passive stow protects only the rows that needed, preserving up to a 4% energy yield benefit in high wind regions. The 60-degree variant fills the portfolio between the standard DuraTrack and Hail XP, cost-effective risk mitigation for moderate hail regions such as Texas and the Great Plains. It is expected to be available to quote later this year with deliveries expected in mid-2027. Finally, turning to Slide 11 and the Array Atlas suite, which launched just last week. Atlas is a foundation-to-tracker product line engineered with APA and is our first integrated Array-APA platform, integrated foundation and bearing housing interface, above grade, capable of performing in any soil conditions. Atlas I is how we enter the more than $1 billion traditional foundation market for standard soils. It's a cost-competitive, installation-optimized alternative to the commodity pile approach and a more efficient use of steel versus a standard pile. The problem it solves for customers is its variability in the field. Its adjustable, sigma-shaped channels correct pile driving variation on site, displacing the commodity-driven steel beams, and the shortened driven portion of the below-grade foundation lowers deformation risk. Atlas II takes that same approach into challenging soils, pairing helical piles and ground screws with a dual-leg bearing interface and an integrated bearing housing. What that means on site is simple. 70% fewer components than APA's traditional A-frame, fewer connection points, faster installs, and more vertical and east-west adjustability when the topography demands it. Notably, both solutions are engineered to work with AWM's wire management products through predefined holes, again focusing on installation efficiency for EPC partners. As both Atlas solutions seamlessly optimize foundation integration with the Array tracker, they qualify for 45X manufacturing credits. Together, the Atlas platform allows us to serve virtually the entire foundation market, modernizing fragmented commodity steel driven interfaces, deepening our share of wallet in every project we win, and delivering a more integrated, efficient solution for customers that further differentiates Array in the market. Let me be clear, these innovations aren't happenstance. They're a result of a deliberate multi-year investment in our product development engine. In 2025, we opened our Array Innovation Center, or AIC, in our Chandler, Arizona facility. Our purpose was threefold. One, we co-located our existing engineering resources with product management, product marketing, and dedicated engineering labs for software, hardware, and electronics. Two, we partnered locally with Arizona State University to develop a pipeline of new engineering talent and began working with several ASU engineering teams to accelerate our development efforts. And three, we launched our Customer Experience Center where we host our Array Days and Industry Forums. Coupled with the investments in our technical sales team, the collective results of these efforts is what we are experiencing today, a richer, customer-driven new product development pipeline with reduced development cycle times, enabling consistent quarter-over-quarter execution. We welcome our analysts, customers, and shareholders to visit our Array Innovation Center to experience the energy of our development efforts firsthand. Across our portfolio, the common threads are terrain adaptability, severe weather mitigation, domestic content confidence, and software-enabled optimization through SmarTrack, continuing Array's evolution from a traditional tracker supplier to a differentiated technology and solutions partner. This is our innovation engine working exactly as designed. All in all, when you view our collective efforts in new product development with our continued investments in supply chain, AI automation, and commercial engagement, you see the basis for our continued strong execution quarter over quarter. With that, I'll turn it over to Keith to discuss the quarter's financials in more detail.

Thank you, Neil. Slides 13 and 14 summarize our second quarter financial performance, which outperformed across all P&L targets. Revenue, adjusted gross margin, EBITDA, and EPS all outperformed. Revenue was $342 million, which was a 53% improvement over our first quarter results and above our guidance of $300 million to $320 million, primarily driven by customer-driven, pull-forward activity in our domestic tracker business, strong execution against a healthy domestic backlog, and continued strong commercial momentum at APA. We continue to meaningfully improve our profitability through sourcing, productivity initiatives, and cost management advantages. Adjusted gross profit was $105 million, up 53% sequentially versus the first quarter, and adjusted gross margin was 30.8%, up 300 basis points year over year, and up 10 basis points sequentially versus the first quarter. Importantly, unlike the first quarter, which included over 300 basis points of one-time benefits, one-time items this quarter had less than 50 basis points of impact. Our margin performance was driven by higher domestic mix, including APA, strong execution on our cost-out initiatives, and incremental 45X capture. As we look forward, we expect second half margins to be influenced primarily by the absence of the one-time tariff recovery and catch-up 45X benefits we achieved in the first quarter, as well as our previously guided increase in international mix. We continue to see the strong results on our productivity initiatives largely offset increased commodity and logistics input costs. Adjusted SG&A was $44 million, or just under 13% of revenue. This represents 570 basis points of improvement from the previous quarter as we delivered our targeted cost savings plus incremental reductions through hiring and discretionary spend controls. Adjusted EBITDA was $63 million, up 119% sequentially, and our adjusted EBITDA margin was 18.5%, up 560 basis points from the first quarter. The improvement was driven by higher volume, gross margin flow-through, and continued discipline on operating costs. GAAP net income to common shareholders was $8 million, a substantial improvement over the first quarter. Diluted earnings per share was $0.05, while adjusted earnings per share was $0.24, compared to adjusted earnings per share in the first quarter of $0.06. I want to highlight our outstanding cash generation this quarter. We ended the quarter with $307 million of cash, up over $100 million sequentially, driven by accelerated 45X collections. Free cash flow in the quarter was $114 million, and we invested $8 million in capital expenditures primarily associated with the plant setups in our new Albuquerque facility, plus incremental production capacity at APA, along with tooling for the new Atlas product suite. We ended the quarter with more than $640 million of total available liquidity, including our fully undrawn $370 million revolver, net of letters of credit. Net debt leverage was 2.1x trailing 12-month adjusted EBITDA, down from 2.7x at the end of the first quarter, and well within our targeted range. With this strong cash and liquidity position, we expect, when approved, to fully fund the acquisition of AWM with cash on hand. Finally, a word on our Series A preferred equity capital. Dividends on this instrument will transition to cash pay in the third quarter, and this is reflected in our 2026 expectations. We continue to evaluate our alternatives regarding the preferred shares, and will balance any decision against our leverage targets, the after-tax cash cost of refinancing alternatives, available liquidity, and the opportunities available across our capital allocation priorities. Turning to our 2026 outlook on slide 16, with the support of our strong first half performance, we are updating our full year guidance. It is clear to us, based on the reported utility-scale solar activity, conversations with our customers, and our growing $2.5 billion order book, that demand remains strong. As a reminder, we guide to what our visibility supports. Our revenue guidance reflects a bottoms-up view of customer delivery schedules, order book coverage, and our latest commercial discussions. Accordingly, we are reaffirming our full year revenue guidance of $1.4 billion to $1.5 billion. We are monitoring near-term project timing primarily related to permitting and site readiness, which may push recognized revenue below the midpoint of the full-year guidance range. Importantly, this would not be lost business, but customer timing shifts to 2027. While our quarterly revenue cadence continues to be influenced by seasonality and customer project timing, the underlying demand and pipeline activity remain very healthy. Given these timing dynamics, we expect revenue in the third quarter to be between $310 million and $330 million. The team has been focused on supporting shipment timing in the second half through securing the required supply and inventory logistics. The incremental shift of revenues from Q3 to Q4 will impact our free cash flow conversion timing, shifting some collections into Q1 '27. As a result of our operations team's excellent execution, we now expect consolidated adjusted gross margins to expand to 27% to 28%, 100 basis points above our previously communicated guidance range. Our strong first half performance benefited from one-time items, tariff recovery, and incremental 45X catch-up benefits that will likely not repeat in the second half. Second half gross margins will also be impacted by increased international mix. Our continued focus on productivity initiatives is expected to partially offset higher metals and logistics costs in the second half of the year. We are increasing the lower end of our full-year adjusted earnings ranges. We now expect to deliver adjusted EBITDA in the range of $210 million to $230 million and adjusted EPS in the range of $0.68 to $0.75, driven by the adjusted gross margin expansion and continued focus on cost discipline. To be clear, our updated guidance excludes any expected revenue and margin contribution from our recently announced planned acquisition of AWM. We look forward to providing an update following the close of the acquisition, which we continue to believe to be in Q3 2026, subject to regulatory approval and satisfaction of customary closing conditions. AWM will be an exciting addition to our portfolio. We expect high single-digit accretion to adjusted EPS in year 1 before synergies. Let me leave you with 3 takeaways that reinforce that Array is working well. First, Q2 was a quarter of execution-driven outperformance. Revenue, margin, and earnings all came in ahead of our forecast. Second, cash generation was exceptional, more than $100 million of sequential build, net leverage down to 2.1x on continued trailing LTM EBITDA growth, contributing to the ability to comfortably fund AWM with cash on hand. And third, operational resilience and execution capabilities are enabling us to improve our full year earnings guidance. With that, I'll now turn it back to Kevin for closing remarks.

Thank you, Keith. To wrap up, I'm proud of how the team executed in the second quarter, delivering results well above expectations. Our third consecutive record order book of $2.5 billion, strong cash generation, and surpassing 100 gigawatts of trackers delivered globally, all this while demonstrating our incredible innovation engine. We are using 2026 to expand the platform, strengthen margins, and set up durable growth. 5 significant new product launches, APA's first year validating our M&A playbook, and now AWM extending it. We remain laser-focused on delivering our strategic initiatives. Thank you for your time today and for your continued interest in Array. With that, we'll open the line for questions.

[Operator Instructions] Your first question comes from the line of Joseph Osha from Guggenheim Partners.

You've commented in the past regarding the pace of backlog conversions sort of over the subsequent 6 quarters. I'm wondering if you might be able to provide us with an update today regarding that.

Yes, Joe, great question. It's still very consistent at that 80% to be converted in the next 6 quarters.

Your next question comes from the line of Brian Lee from Goldman Sachs. Please go ahead.

Maybe first on the gross margins, I mean, you guys have been doing a fantastic job, 30% plus, both in 1Q and 2Q. I know you inched up the margin guidance for the year, 27% to 28% now. But I guess what changes in the second half to maybe not maintain the run rate you saw in the first half, even though it does look, based on the revenue guidance, that you're going to have better volumes and revenue in the second half? I don't know if it's just a mix thing, but can you kind of walk through some of the puts and takes for the second half versus first half sort of margin step down here?

Well, first, the first half margins are to be commended at, I think, 30.8% on average. However, they're not to be fully extrapolated. In the first half, we had a few one-time items, particularly in Q1, that should be adjusted out, and they account for roughly 200 basis points of that. So you're looking at a normalized 28.8% for H1. When we look at H2, there's a few things that are happening. First, we will have the step up of international mix. I think international in H1 only accounted for roughly 5% of our revenues. And then in H2, they will go back up to a higher number, not as close as our past run rate, but it does step back up very strongly. The second thing that happens in the second half is we have a few domestic projects and some input costs to deal with. So while we're doing well in the U.S., we have to remember that the macro factors have created increased commodity and logistics costs that we have to deal with in the second half. And also, we will not have the -- again, we talked about that, the benefit of some of the one-time items in the second half.

Okay, super helpful. That color definitely makes sense. And then maybe the second question could also be for you, Keith. I appreciate you alluding to the PREF here. I guess housekeeping, that does flip to cash payment starting in Q4 of this year, correct? And then I guess in relation to that, are you currently engaged in looking at alternative financing options? Or are you, I mean, what's the sort of sense of urgency? Are you not looking for something there until maybe the payments step up in future years? Just trying to understand your thought process around how you're going to approach the PREF.

Sure. So yes, so the PREF flips to cash pay, I think, in August of this year. We will be obligated to pay roughly $12 million through the remainder of 2026. It starts at a coupon rate of roughly 6.25% and it does step by 50 basis points each year. So let's, you know, as we think about PREF, first, I want to say that we are very comfortable in servicing the PREF. We are cash generative. We continue to grow EBITDA and earnings. And so, you know, our outlook on the PREF is the same. You know, we look at it against all the options that we have. We look at it against our leverage level. We look at it against the available capital market options that we have. So, at 6.25%, coupon rate, you know, until interest rates change or come down or our credit profile changes, you know, then it becomes, you know, very competitive against the cost of debt that could replace that. So, we always look at the after-tax cash cost of servicing any instrument. And of course, we're balanced against what our strategic options are, or in terms of the priorities ahead of the business in terms of organic or inorganic options. So, you know, we are looking at it. We're looking at -- we've always been looking at it. And so we will continue to look at it. But in terms of the servicing, we're comfortable servicing it where it is. And if there's something that comes out to be -- has a better profile from a corporate finance standpoint, then we will go ahead and execute it. So we are always -- and by the way, we're always in dialogue with our investment banking partners on what the options are.

Your next question comes from the line of Philip Shen from ROTH Capital. Please go ahead.

First one's on bookings. Our quick math suggests bookings were $442 million, but Kevin, I think you talked about $500 million of bookings in the quarter. My guess is it's some rounding. So I just wanted to understand what might we be getting wrong there. And then, importantly, on a go-forward basis, you've been on this pretty healthy $400 million to $500 million kind of quarterly bookings cadence. Would you expect that to maybe even accelerate and pick up in the coming quarters?

Yes, Phil, look, I'll take the first one. You're right. It's rounding. We did over $500 million, just over $500 million of gross bookings in the quarter. And I should note that no significant cancellations out of the order book as well. So really strong quarter of commercial momentum. Again, to note that our $2.5 billion backlog is now 37% ahead of where it was this time last year. It's just incredibly significant. Look, we don't project or forecast bookings externally. We think we have now, as you put it, consistently, we've booked over $1.8 billion of new orders net in the last 4 quarters, and we think that's just substantial commercial momentum. So it's not only the quantum, but we're winning larger programs, more multi-program awards as well. So we feel really, really good about our commercial momentum at this point. And the fact, again, the quality of the order book is quite substantial at this point. We talked a few times about some of the elements of that being that it is now over 95% domestic and fully supported by really good strategic customer commitments. I should also note, as I do on every one of these calls, Phil, we've not made any changes in the definition of our order book. So the increase that you're seeing is truly continued strength and momentum, primarily in domestic bookings, which are really a direct result of our successful commercial transformation that we've been talking about now for about 2 years, right? The domestic book-to-bill was well over 1.4x in the quarter, so again, quite substantial. And the other point we continue to make is that half of the order book now is tied to developers, IPPs, or utility specifications at this point. Even if we may get a purchase order from an EPC, ultimately, half of the order book is now being driven by those specifications at the developers, IPPs, and utilities, which has significantly increased in the last 2 years. So we're really proud of our commercial momentum at this point.

Great. That's important to have them require you guys in their projects. Shifting over to AWM, I wanted to just check in and get some additional detail about this acquisition. Sounds like there's some really nice margins there. I was wondering if you could share what kind of market share AWM has in the U.S. Our work suggests it's kind of an oligopoly between you and CAB Solar, and maybe the AWM share is closer to 40%. And then what has prevented them from going international, and is that an opportunity for you guys ahead as well?

Yes, those are great questions. Look, we love the AWM acquisition. It's disciplined adjacency, not just a roll-up strategy, really expanding our balance of systems offering to a great engineered category that we really understand and with customers that we're already serving domestically, right? So start there. So when we talk about our trailing 12 months, that was as of May. We feel they are a market leader at this point domestically. To your point, it is largely an oligopoly with 2 leaders and others below that. But I can tell you that the growth rate of AWM, remember, this is a company that's only 5 years old. So 5 years ago, they entered the market, and they're already a market leader in this space due to some very, very strong engineering capabilities. And effectively, they looked at this space and said this was a space that hadn't had innovation and engineering thrust upon it, and noting that its largest competitor is primarily a not-for-profit, right? So we really liked this acquisition. We think it has a lot of opportunities to expand. International is certainly one of the legs that we will help them expand significantly, but likely not for the first, say, 6 to 9 months post-acquisition. We're going to stay very, very focused on the supply chain synergy opportunities. And when we did a side-by-side set of analytics on our customers, some of their strongest targeted customers happened to be our largest customers, right? So we're going to stay focused on the front-end commercial synergies first, back-end synergies, that is the supply chain logistics warehousing, and that's going to be the first 6 to 9 months before we begin to platform them internationally, but there's substantial growth opportunities internationally.