Limbach Q4 2024 Earnings Report

Limbach EPS Results

• Actual EPS: $1.15
• Consensus EPS: $0.84
• Beat/Miss: Beat by +$0.31
• One Year Ago EPS: $0.68

Limbach Revenue Results

• Actual Revenue: $143.70 million
• Expected Revenue: $149.37 million
• Beat/Miss: Missed by -$5.67 million
• YoY Revenue Growth: +0.70%

Limbach Announcement Details

• Quarter: Q4 2024
• Date: 3/10/2025
• Time: After Market Closes
• Conference Call Date: Tuesday, March 11, 2025
• Conference Call Time: 9:00AM ET

Limbach (NASDAQ:LMB) operates as a building systems solution company in the United States. It operates through two segments, General Contractor Relationships and Owner Direct Relationships. The company engages in the construction and renovation projects that involve primarily include mechanical, plumbing, and electrical services. It also provides critical system repair, MEP infrastructure projects, maintenance contracts, building automation upgrades, data driven insights, and program management services. In addition, it offers captive engineering capabilities, estimating and virtual design; and professional engineering, energy analysis, estimation, and detail design and three-dimensional building installation coordination services. The company serves research, acute care, and inpatient hospitals; public and private colleges, universities, research centers; sports arenas; entertainment facilities, and amusement rides and parks; data centers; automotive, energy and general manufacturing plants; and life sciences, including organizations and companies, whose work is centered around research and development focused on living things. Limbach Holdings, Inc. was founded in 1901 and is headquartered in Warrendale, Pennsylvania.

Limbach Q4 2024 Earnings Call Transcript

Key Takeaways

• Owner Direct (ODR) segment represented ~67% of 2024 revenue (up from 50.7% in 2023), generated 75% of gross profit, and helped lift consolidated gross margin to 27.8% versus 23.1%.
• Two strategic acquisitions completed in 2024 are expected to add ~$6 million to adjusted EBITDA in 2025, supporting a disciplined M&A program targeting $8–10 million in annual EBITDA additions.
• ODR backlog rose 53% year-over-year to $225.3 million at year-end, while General Contractor (GCR) backlog declined, reflecting the intentional shift toward higher-margin, recurring repair and maintenance work.
• For FY 2025 Limbach projects total revenue of $610–630 million (10%–15% organic growth), with ODR comprising 70%–80% of revenue and adjusted EBITDA of $78–82 million, aiming for long-term gross margins in the 35%–40% range.
• The company continues to focus on six mission-critical verticals—led by healthcare and industrial manufacturing—by embedding on-site account managers to drive proactive maintenance, capital planning and repeatable revenue.

Presentation

[Operator]

morning, and welcome to the Fourth Quarter and Fiscal Year twenty twenty four Limbach Holdings Inc. Earnings Conference Call and Webcast. All participants will be in a listen only mode. I will now turn the conference over to your host, Julie Kagley of Financial Profiles. You may begin.

[Julie Kegley, SVP at Financial Profiles, Inc]

Good morning, and thank you for joining us today to discuss Limbach Holdings' financial results for the fourth quarter and fiscal year 2024. Yesterday, Limbach issued its earnings release and filed its Form 10 K for the period ended 12/31/2024. Both documents as well as an updated investor presentation are available on the Investor Relations section of the company's website at lindbachinc.com. Management may refer to select slides during today's call and encourages investors to review the presentation in its entirety. On today's call are Michael McCann, President and Chief Executive Officer and Jamie Brooks, Executive Vice President and Chief Financial Officer.

[Julie Kegley, SVP at Financial Profiles, Inc]

We will begin with prepared remarks and then open

[Julie Kegley, SVP at Financial Profiles, Inc]

the call to your questions. Before we begin, I would like to remind you that today's comments will include forward looking statements under federal securities laws. Forward looking statements are identified by words such as will, be, intend, believe, expect, anticipate or other comparable words and phrases. Statements that are not historical facts such as statements about expected financial performance are also forward looking statements. Actual results may differ materially from those contemplated by such forward looking statements.

[Julie Kegley, SVP at Financial Profiles, Inc]

A discussion of the factors that could cause a material difference in the company's results compared to these forward looking statements is contained in Limbach's SEC filings, including reports on Form 10 K and 10 Q. Please note that on today's call, we will be referring to non GAAP measures. You can find the reconciliation of these non GAAP measures to the most directly comparable GAAP measures in our fourth quarter and fiscal year twenty twenty four earnings release and in our investor presentation, both of which can be found on Linfox Investor Relations website and have been furnished on the Form eight K filed with the SEC. With that, I will now turn the call over to President and CEO, Mike McCann.

[Michael McCann, Director, President & CEO at Limbach]

Good morning. Welcome to our stockholders, analysts and interested investors. We appreciate you joining us today. Throughout 2024, our focus was creating value for our customers, driving margin expansion and delivering record profitability for our stockholders by continuing to execute the three pillars of our strategy. Our first pillar is shifting our revenue mix from new construction projects in the general contractor or GCR segment to working directly for building owners in existing facilities in the owner direct or ODR segment.

[Michael McCann, Director, President & CEO at Limbach]

In 2024, approximately 67% of total revenue came from our owner direct segment, contributing 75% of total gross profit dollars. The second pillar is the evolution of our offerings, which expands our capabilities and increases our margins. In 2024, total gross margin increased meaningfully to 27.8% from 23.1% in 2023. Our third pillar is to scale our business through acquisitions. In 2024, we completed two strategic acquisitions, which should add approximately $6,000,000 to our adjusted EBITDA in 2025.

[Michael McCann, Director, President & CEO at Limbach]

We maintained a disciplined approach by focusing on six mission critical market verticals that drive consistent demand across economic cycles. Among these, healthcare has emerged as our largest and most significant vertical, where we play a critical role in ensuring the operational continuity of medical facilities, enabling them to deliver life saving care. According to the American Hospital Association, the U. S. Healthcare market needs hundreds of billions of dollars in capital investment to address its infrastructure deficiencies, workforce challenges, and technological gaps, while ensuring readiness for future public health emergencies.

[Michael McCann, Director, President & CEO at Limbach]

Each of our 20 locations prioritizes healthcare services and we are actively expanding our national footprint in this sector. This growth positions us to become a trusted enterprise partner, delivering comprehensive solutions across the markets we serve. We have seen reoccurring revenue develop for these customers as those relationships evolve. One great example is a hospital group in the Philadelphia market, which has over 1,000 licensed beds. We have been working at this facility for several years.

[Michael McCann, Director, President & CEO at Limbach]

But last year, we decided to double down on the account and add a dedicated on-site account manager. After six months of extreme focus, we built a strong relationship with the facility manager, proactively inspecting areas of the hospital that experienced deferred maintenance. Things finally started to break free after several system failures, and we started to see a much larger transaction volume. Right now, we're in the process of repairing and replacing their entire steam system, while the facility is being supported by temporary heating equipment. Our long term go to market approach with customers puts Lindbach in a position to capture this revenue, continue cultivating this long term relationship.

[Michael McCann, Director, President & CEO at Limbach]

Our second largest vertical has become industrial manufacturing. As a result of our strategic acquisitions over the past few years, we partner with facility owners to support their complex systems in order to ensure the lines of manufacturing processes continue running smoothly in the existing facilities. Our company is well poised to address significant upgrades to systems and facilities from compliance with regulatory standards to the possibility of increased reshoring and near shoring to address supply chain resilience. One of our larger customers in this space has multiple manufacturing facilities in several states. They base their infrastructure program directly around our engineered solutions and equipment lines, which controls temperature humidity, while filtering and cleansing the air in the environment.

[Michael McCann, Director, President & CEO at Limbach]

They trust our ability to provide installed solutions around our equipment, evidenced by growing our growing installed base in most of their locations. We collaborate with this customer to resolve their business challenges as a partnership. In our other four verticals, we continue to see growth opportunities. Existing buildings age and need either critical repair work or an upgraded building system solution to keep the buildings' environments at an optimal temperature and humidity levels. One of our largest customers traditionally has a $1,500,000,000 infrastructure budget and is still unable to be as proactive as they need to be in order to avoid equipment failures.

[Michael McCann, Director, President & CEO at Limbach]

To support these systems, we've placed an incredible staff of people specializing in mission critical work within these key facilities, making us an integral team member to the existing building owner. In many cases, particularly due to labor concerns from the owner, we've augmented their staff. As a building systems solutions firm, we typically go to market differently than a contractor.

[Michael McCann, Director, President & CEO at Limbach]

We

[Michael McCann, Director, President & CEO at Limbach]

are expanding wallet share with our existing customers when they're existing facilities and solving complex problems with engineered solutions. We focus on large scale customers with multiple facilities by assigning an on-site account manager to learn the building and earn the trust of the customer through day to day problem solving. We assign additional resources to augment our customers' building staff through either a master service agreement or a maintenance contract. Once we have built that relationship, we offer our capital planning services, allowing us to develop a long term vision for the building and related capital projects. Our objective is to build an entire account team that becomes an indispensable partner to the customer, focusing on future long term repeatable revenue opportunities.

[Michael McCann, Director, President & CEO at Limbach]

This is an important differentiator for Limbach. We're often compared to engineering construction companies. However, while our competition is focused on new construction, we have spent the last five years transitioning our business to working directly with building owners in existing facilities. We are now delivering on demand repairs and system solutions for their existing facilities. We are building a unique long term model with durable demand, allowing for shorter sales cycles.

[Michael McCann, Director, President & CEO at Limbach]

In our past GCR model, backlog was critical to our future as the projects could last up to three years in duration under a fixed price agreement, whereas now we're able to share price increases on materials with our customers. With our ODR focus, we've gone a different direction, building a durable model by collaborating with building owners, providing quick hit repair type work on a T and M basis along with building system solutions that provide value to our customers and drive higher margin. We continue to evolve and optimize our business mix towards ODR segment to create a high margin sustainable business with a repeatable revenue across all cycles. Our M and A strategy is a key part of our growth. As I noted earlier, as a result of past acquisitions, industrial manufacturing has become our second largest vertical.

[Michael McCann, Director, President & CEO at Limbach]

To that end, most recently we acquired Consolidated Mechanical December, a leading provider of industrial facility system solutions serving Kentucky, Michigan and Illinois, expanding our owner direct relationships and footprint. Other than our typical system integration, which is nearly complete, the cultural fit has allowed us to integrate quickly and we've added focused sales resources that can help expand wallet share with already existing building owners. We believe the breadth of our national resources combined with local relationships will enable us to expand both quality and quantity of their gross profit contribution. Over the past three years, we've acquired five companies and with each acquisition our process has become more efficient and repeatable. Our goal is to fully integrate each acquired company into our shared systems and strategy within two to three years of closing.

[Michael McCann, Director, President & CEO at Limbach]

Expanding into new geographic areas through these acquisitions helps Limbach grow its footprint and better serve our national customers, many of whom operate in more than 10 states. This approach is expected to drive revenue growth, reduce sales costs and ultimately leverage our SG and A. We have a strong pipeline of acquisitions opportunities that meet our criteria fitting culturally, building a niche, prioritizing building on relationships and are accretive on a free cash flow basis. Our target is to acquire $8,000,000 to $10,000,000 in adjusted EBITDA per year and apply our scalable value creation process to drive growth and long term impact. As we continue to execute our strategy, our mix shift should normalize to approximately 80 owner direct revenue and 20% general contractor revenue.

[Michael McCann, Director, President & CEO at Limbach]

In 2025, we expect our ODR revenue to land between 70% to 80% of total revenue for the full year. Once our mix reaches eightytwenty, we believe we'll begin to generate considerable consolidated revenue growth. Over time, we anticipate our evolved offerings will expand our gross margins to comparable levels of OEMs that provide similar solutions to those offered by the company, which tend to be in the 35% to 40% range. Looking forward to 2025, we expect organic top line revenue growth to be in the 10% to 15% range for the full year. When we layer on two acquisitions from 2024, we anticipate total revenue in the range of $610,000,000 to $630,000,000 Over the past few years, as we continued our shift towards ODR revenue, which has seen more seasonality in the business, The first quarter tends to be our softest quarter with the second half of the year being stronger than the first half of the year.

[Michael McCann, Director, President & CEO at Limbach]

Going into 2025, we expect the same seasonality with Q1 twenty twenty five being similar to Q1 twenty twenty four with an even stronger second half of the year. With our expected revenue growth for 2025 and the continued focus on improving our total gross margin, we expect adjusted EBITDA for 2025 to be in the range of $78,000,000 to $82,000,000 While 2024 was a very strong year for execution of results, we are still in the early innings of shipping to our three pillar strategy. There are plenty of growth opportunities ahead with geographic footprint expansion, gross margin opportunity, both from mix shift and evolving our offerings and tremendous opportunity for mission critical owners with aging infrastructure. I'd like now to turn the call over to Jamie for our financial results.

[Jayme Brooks, Executive VP & CFO at Limbach]

Thank you, Mike. Our Form 10 ks and earnings press release filed yesterday provides comprehensive details of our financial results. So I will focus on the highlights for the full year and fourth quarter. All comparisons are full year 2024 versus 2023 and fourth quarter twenty twenty four versus fourth quarter of twenty twenty three unless otherwise noted. For the year, we generated total revenue of $518,800,000 compared to $516,400,000 in 2023.

[Jayme Brooks, Executive VP & CFO at Limbach]

Total revenue growth was nearly flat at 0.5%, while ODR revenue grew 31.9% and GCR revenue declined 31.9%. As we have said before, the GCR revenue decline is by design as we execute our mix shift strategy towards ODR. ODR revenue accounted for 66.6% of total revenue for the year, up from 50.7% in 2023. During the quarter, we generated total revenue of $143,700,000 dollars versus $142,700,000 in 2023. Total revenue growth was nearly flat at 0.7%, while ODR revenue grew 21.4 and GCR revenue declined 24.8%.

[Jayme Brooks, Executive VP & CFO at Limbach]

In the fourth quarter, ODR revenue was 66.5% of total revenue, up from 55.1% in 2023. Our ODR backlog at quarter end was 225,300,000 compared to $147,000,000 at 12/31/2023. GCR backlog was $140,000,000 compared to $186,900,000 at 12/31/2023. The increase in ODR backlog and the decrease in GCR backlog are due to our continued focus on accelerating the growth of our high margin ODR business. Keep in mind that the backlog in the ODR segment does not reflect our complete book of business.

[Jayme Brooks, Executive VP & CFO at Limbach]

Many ODR projects are short term in nature and can be sold and executed within the quarter. Total gross profit for the year increased 20.9% from $119,300,000 to $144,300,000 reflecting our focus on growing our ODR segment. Total gross margin on a consolidated basis for the full year was 27.8%, up from 23.1% in 2023, driven by the combination of higher margin ODR revenue, higher quality GCR work and the contribution from our acquisitions. ODR gross profit contributed 107,800,000 or 74.7% of the total gross profit dollars. ODR gross profit increased $31,700,000 or 41.6% driven by higher revenue and expansion of our ODR gross margins to 31.2 from 29% in 2023.

[Jayme Brooks, Executive VP & CFO at Limbach]

GCR gross profit declined $6,700,000 or 15.5% due to our selectivity of higher quality projects, which increased our GCR gross margins to 21.1% from 17% in 2023. Total gross profit for the quarter increased 30.8% from $33,300,000 to $43,600,000 again reflecting our ongoing emphasis on ODR. Total gross margin on a consolidated basis for the fourth quarter was 30.3%, up from 23.3% in 2023, mainly due to the mix of higher margin ODR revenue, higher quality GCI work and the impact from our acquisitions. ODR gross profit contributed $30,600,000 or 70.2% of the total gross profit dollars. ODR gross profit increased $6,900,000 or 29.3% driven by higher revenue and expanded gross margins of 32.1% versus 30.1% in 2023.

[Jayme Brooks, Executive VP & CFO at Limbach]

GCR gross profit increased $3,300,000 or 34.5 percent driven by our focus on better quality projects and expanding gross margins to 26.9% versus 15% in 2023. For the year, SG and A expense was $97,200,000 an increase of approximately $9,800,000 from $87,400,000 in 2023. As a percentage of revenue, SG and A expense was 18.7%, up from 16.9% in 2023. The increase was driven primarily by higher payroll and incentive related expenses and costs incurred due to ACME and industrial air transactions, which were not acquired entities for the full year of 2023. For 2025, we are targeting SG and A expense as a percentage of revenue to be around 18% to 19% as we continue to invest in our ODR business to drive growth.

[Jayme Brooks, Executive VP & CFO at Limbach]

During the quarter, SG and A expense increased approximately $2,400,000 to $27,400,000 from $25,000,000 in 2023. As a percentage of revenue, SG and A expense was 19.1, up from 17.5% in 2023. The increase was driven by a $2,800,000 increase in payroll and incentive related expenses, offset by a decrease in legal costs. Interest expense for Q4 was $500,000 and $1,900,000 for the year. Interest income for the quarter was $500,000 and $2,200,000 for the year, driven by the company's investment strategy in placing our excess cash in overnight repurchase agreements, U.

[Jayme Brooks, Executive VP & CFO at Limbach]

S. Treasury bills and money market funds. For the year, adjusted EBITDA was $63,700,000 up 36.1% from $46,800,000 in 2023 and we exceeded the top end of our 2024 adjusted EBITDA guidance of $60,000,000 to $63,000,000 Adjusted EBITDA margin for the year was 12.3% compared to 9.1% in 2023. Adjusted EBITDA for the fourth quarter was $20,800,000 up 65.5% from $12,600,000 in 2023. Adjusted EBITDA margin for the fourth quarter was 14.5% compared to 8.8% in 2023.

[Jayme Brooks, Executive VP & CFO at Limbach]

For the year, net income grew 48.8% from $20,800,000 to $30,900,000 and earnings per diluted share grew 46% from $1.76 to $2.57 Adjusted net income grew 48.2% from $29,200,000 to $43,200,000 and adjusted earnings per diluted share grew 45.2% from $2.48 to $3.6 Net income for the fourth quarter grew 87.5% from $5,200,000 to $9,800,000 and earnings per diluted share grew 86.4% from 0.44 to $0.82 Adjusted net income grew 70.9% from $8,100,000 to $13,800,000 and adjusted earnings per diluted share grew 69.1% from $0.68 to $1.15 Turning to cash flow, our operating cash flow during the fourth quarter was $19,300,000 compared to $13,900,000 in 2023, representing a 38.7% increase. Operating cash flow for the year was 36,800,000 compared to $57,400,000 in 2023, representing a 35.9% decrease due to the timing of differences in certain accounts receivable. Free cash flow, defined as cash flow from operating activities less changes in working capital and capital expenditures, excluding our investment in rental equipment, for the year was $52,300,000 compared to $36,700,000 in 2023, an increase of 42.6%. The free cash flow conversion of adjusted EBITDA for the year was 82.1 versus 78.4% in 2023. For 2025, we are continuing to target a free cash flow conversion rate of at least 70%, which again we define as cash flow from operations minus changes in working capital minus capital expenditures excluding our investment in rental equipment divided by adjusted EBITDA.

[Jayme Brooks, Executive VP & CFO at Limbach]

We expect CapEx for 2025 to have a run rate of approximately $4,000,000 primarily because of our acceleration of our ODR strategy. This amount excludes an additional investment of $3,500,000 in rental equipment in the first half of twenty twenty five. Turning to our balance sheet, as of December 31, we had $44,900,000 in cash and cash equivalents and total debt of $27,200,000 which includes $10,000,000 borrowed on our revolving credit facility at a hedge rate of 5.72%. Our balance sheet remains strong and we are well positioned to support our strategy of generating ODR growth and margin expansion, which we believe will create significant long term value for our stockholders. In addition, our balance sheet supports our acquisition strategy by providing the capital to make our opportunistic decisions for growth.

[Jayme Brooks, Executive VP & CFO at Limbach]

That concludes our prepared remarks. I'll now ask the operator to begin Q and A.

[Operator]

Thank you. We will now be conducting a question and answer session. Our first question comes from the line of Rob Brown with Lake Street Street Capital. Please proceed with your question.

[Rob Brown, Founding Partner, Senior Equity Research Analyst at Lake Street Capital Markets, LLC]

Hi, Mike and Jamie.

[Jayme Brooks, Executive VP & CFO at Limbach]

Good morning.

[Michael McCann, Director, President & CEO at Limbach]

Good morning.

[Rob Brown, Founding Partner, Senior Equity Research Analyst at Lake Street Capital Markets, LLC]

Just wanted to touch on the organic growth you talked about in 2025, '10 percent to 15%. Is that the ODR business in particular? Is that the overall business in total? I guess, what would be implied organic growth of ODR?

[Jayme Brooks, Executive VP & CFO at Limbach]

That's the overall sorry, not hearing you very well. That's the overall top line.

[Rob Brown, Founding Partner, Senior Equity Research Analyst at Lake Street Capital Markets, LLC]

Okay, great. And then what's sort

[Rob Brown, Founding Partner, Senior Equity Research Analyst at Lake Street Capital Markets, LLC]

of the implied OER organic growth?

[Jayme Brooks, Executive VP & CFO at Limbach]

You broke up again. I'm sorry, Rob.

[Operator]

Mr. Brown, are you still connected?

[Rob Brown, Founding Partner, Senior Equity Research Analyst at Lake Street Capital Markets, LLC]

Yes, sorry, can you hear me? I think I lost you.

[Jayme Brooks, Executive VP & CFO at Limbach]

Yes. Now I can hear you.

[Rob Brown, Founding Partner, Senior Equity Research Analyst at Lake Street Capital Markets, LLC]

Okay. Sorry about that. I apologize. Just wanted to know the implied organic growth in the ODRs.

[Jayme Brooks, Executive VP & CFO at Limbach]

We're looking at it from the kind of the perspective of both the top line just from a once we do our acquisitions as well as layering that in. So it's not necessarily specifically comment on a percentage growth. I would assume you could see maybe 23% to 46% if you take the top end and the low end of the range that we provided from an adjusted EBITDA and revenue perspective.

[Rob Brown, Founding Partner, Senior Equity Research Analyst at Lake Street Capital Markets, LLC]

Okay, good. Thank you. And then on the gross margin comment about getting to OEM level gross margins, just wanted to get a sense of what you need to do to get there. Is that a long term goal or what additional services would you need to get to that point?

[Michael McCann, Director, President & CEO at Limbach]

Yes, Rob. It's definitely a long term goal. Our margin journey really there's two pieces to it. Maybe there's more than two pieces, but first piece has been shifting to the revenue as much to the owner direct segment. That's going to get us a natural lift.

[Michael McCann, Director, President & CEO at Limbach]

The second part of it is, building our channel and our connected integrated platform among all of our locations. Acquisitions, of course, will help that. And then being able to offer new evolved offerings through our sales chain, our integrated sales chain. So, it's going to be a combination of both.

[Michael McCann, Director, President & CEO at Limbach]

It's going to be a

[Michael McCann, Director, President & CEO at Limbach]

combination of really getting to that optimal mix plus from an evolved offerings perspective. And it's very much a long term perspective on where gross profit could go to.

[Rob Brown, Founding Partner, Senior Equity Research Analyst at Lake Street Capital Markets, LLC]

Great. Thank you. I'll turn it over.

[Michael McCann, Director, President & CEO at Limbach]

Thank you.

[Jayme Brooks, Executive VP & CFO at Limbach]

Our next question comes from

[Operator]

the line of Gerry Sweeney with Roth Capital. Please proceed with your question.

[Gerard Sweeney, Managing Director & Senior Research Analyst at Roth Capital Partners, LLC]

Good morning, Jamie and Mike. Thanks for taking my call.

[Michael McCann, Director, President & CEO at Limbach]

Good morning. Thanks Gerry.

[Gerard Sweeney, Managing Director & Senior Research Analyst at Roth Capital Partners, LLC]

Question on ODR. Hopefully, I can ask this the right way. When you're looking at existing customers, where are you in terms of hitting that truly, we'll say, trusted advisor level as opposed being into the maintenance contracts and developing that relationship. I'm just trying to see where you are in terms of existing customers and growing into that sort of long term goal or target with them.

[Michael McCann, Director, President & CEO at Limbach]

Yes. I mean, we've got a long way to go. And maybe the best way to do this is to kind of go back to the example that I covered in the prepared remarks. That's kind of a perfectly where we're at. We've got that hospital group in the Philadelphia market.

[Michael McCann, Director, President & CEO at Limbach]

We've been we had the account, and I think our whole objective the last couple of years is like let's place resources there and let's really capture this relationship. And typically the relationships are built on some sort of quick repair work that happens of some total system failure. And that really starts the spend process going. I think once the spend process happens, then the outlook is how can we avoid these situations in the future? How can we proactively build your capital plan?

[Michael McCann, Director, President & CEO at Limbach]

So, I would say most of our customers are kind of a perfect example of that. We've started to really see the reoccurring revenue start to come in, the OpEx type work. And I think the outlook, I think, as we go into deeper in the year is how can we get to the point where we're starting to plan those budgets.

[Gerard Sweeney, Managing Director & Senior Research Analyst at Roth Capital Partners, LLC]

Got it. How does the environment sort of play into that in terms of like availability of skilled technicians, HVAC, etcetera? I mean, it feels as though there's less and less maybe people available in that space and systems are becoming more and more complicated. I mean, does this sort of play into this maybe longer theme of you being a trusted advisor for some of these multi location clients?

[Michael McCann, Director, President & CEO at Limbach]

Absolutely. Our labor story is a lot different than a lot of other companies in the E and C space. Our field labor has shifted from production type labor to super specialized labor. And obviously, even from a productivity perspective, the dollars per hour of our labor has gone up significantly from a profitability perspective and obviously from a cost that we've been able to pass that along. But that's been our focus is having super technical people that take care of these customers, understand complex systems.

[Michael McCann, Director, President & CEO at Limbach]

And a lot of times, in many cases, the owners can't work on these systems. They need us to come in and help them and advise them. I mean, always through these critical repairs and complex issues is when we really start to develop that relationship. So, I think our specialized labor is important now and will continue to be important in the future, just our approach of how we've gone to existing building mission critical spaces. And that's going to play really well, I think, into our future.

[Gerard Sweeney, Managing Director & Senior Research Analyst at Roth Capital Partners, LLC]

Got it. And one more. Obviously, I mean, ODR has been great, and I don't want this to come out in any other way. But is there a way to even speed this up to get deeper penetration, invest more in account managers, etcetera? And I think there's probably even ability to spread more services across more branches.

[Gerard Sweeney, Managing Director & Senior Research Analyst at Roth Capital Partners, LLC]

Just how does that play out in the next couple of years and in terms of growth?

[Michael McCann, Director, President & CEO at Limbach]

Yes. So, couple of things. One thing is we've learned that this strategy takes time. And I think it's not necessarily easy entry for people that are not focused on existing infrastructure, takes three, four years. So, it's a very, I think, building block type strategy, and you've got to earn that trust.

[Michael McCann, Director, President & CEO at Limbach]

Just because you've done a large construction project doesn't mean that they're going to have you start working on the existing infrastructure. It's taken us three to five years to get to that point. So, but I think going forward, our growth profile kind of looks like this. Locally, we want to get to the point where we start to penetrate those capital planning budgets, co authoring, authoring,

[Michael McCann, Director, President & CEO at Limbach]

so

[Michael McCann, Director, President & CEO at Limbach]

we get a lot more visibility in the future and we're able to have nice mix between OpEx and CapEx budget. The other piece of it is, our whole goal from an acquisition strategy and from an organic location strategy get on the same integrated platform, both from a systems and a strategy perspective. So, over time as we develop footprint, we're going to be able to be a national provider, some of these large spend type customers, national customers. That's another area that's going to start to accelerate. That allows us to sell capital projects on a much larger scale and to kind of leverage this local and type national type relationship.

[Michael McCann, Director, President & CEO at Limbach]

I think that's when things really start to take off.

[Gerard Sweeney, Managing Director & Senior Research Analyst at Roth Capital Partners, LLC]

Got it. Super helpful. Okay. That's it for me. I appreciate it.

[Gerard Sweeney, Managing Director & Senior Research Analyst at Roth Capital Partners, LLC]

I'll jump back in queue.

[Michael McCann, Director, President & CEO at Limbach]

Thank you, Gerry.

[Operator]

Our next question comes from the line of Brian Brophy with Stifel. Please proceed with your question.

[Brian Brophy, Associate Vice President at Stifel Financial]

Thanks. Good morning, everybody.

[Jayme Brooks, Executive VP & CFO at Limbach]

Good morning.

[Michael McCann, Director, President & CEO at Limbach]

Good morning.

[Brian Brophy, Associate Vice President at Stifel Financial]

Wanted to ask kind of a clarifying question here on the first quarter. I think you guys said flat revenue 1Q 'twenty five relative to 1Q 'twenty four. Did I hear that correctly? And was that an ODR comment or was that a total revenue comment? Any clarity there would be helpful.

[Jayme Brooks, Executive VP & CFO at Limbach]

We said basically it would be similar to Q1. Q1 of '20 '20 '5 would be similar to Q1 of twenty twenty four. If you keep in mind, in Q1 of twenty twenty four, we did have $2,000,000 of a write up in that quarter. So just kind of top line, bottom line, we expect it to be similar.

[Brian Brophy, Associate Vice President at Stifel Financial]

Okay. And that's total revenue?

[Jayme Brooks, Executive VP & CFO at Limbach]

Yes.

[Brian Brophy, Associate Vice President at Stifel Financial]

Okay. That's helpful. Thanks. And then I guess, can you help us with I guess, what gives you guys confidence in reaccelerating growth here later in the year?

[Michael McCann, Director, President & CEO at Limbach]

Yes. It's a similar pattern that we've seen. There's a good degree of seasonality that happens within the business. I think that piece of it, I think the other part of it too is obviously getting our mix to the point where now we're starting to see that owner direct revenue start to translate to top line, where past year we've been kind of holding back that total revenue. I think the other factor is obviously factoring the two acquisitions as well too.

[Michael McCann, Director, President & CEO at Limbach]

So it's a combination of maybe the three of those things working together where we feel the confidence from that perspective.

[Brian Brophy, Associate Vice President at Stifel Financial]

Okay. That's helpful. And then a question on GCR gross margins in the quarter. They were notably better than we were expecting. Is there anything that was more one time in there?

[Brian Brophy, Associate Vice President at Stifel Financial]

And I know you guys mentioned some net material write ups, gross profit write ups in the release. Did that have anything to do with driving the GCR margin in the quarter?

[Michael McCann, Director, President & CEO at Limbach]

Yes. Our GCR, a lot of it depends on what work that's being executed and being finalized within that quarter. Obviously, we've been super selective, and I think that has helped us tremendously as well too as well as trying to obviously we de risk these projects as much as we can.

[Jayme Brooks, Executive VP & CFO at Limbach]

Yes. And then on the GCR side, we did have about 2,900,000 of a write up in within the quarter itself in Q4 that did benefit those margins.

[Brian Brophy, Associate Vice President at Stifel Financial]

Okay. That's helpful. And then wanted to ask about your kind of account manager hiring plans this year. Are you guys planning on continuing to add folks at this point? And how should we be thinking about that impacting your SG and A for 2025?

[Michael McCann, Director, President & CEO at Limbach]

Yes. We're still in investment mode, from an account perspective. It's every year we're always looking to figure out how can we continue to accelerate that growth from an owner direct perspective as well too. And part of that is obviously making sure that we have enough people on these accounts. So, our strategy has been very different than others.

[Michael McCann, Director, President & CEO at Limbach]

Our focus on existing building, aging infrastructure, making sure that we're on the account every single day is really important. The specialization of our labor, I think as well too. And then really building that long term plan as well too. So, you know, we want to make sure that we're at the accounts as much as we can to capture relationships and make it as sticky as possible as well too.

[Brian Brophy, Associate Vice President at Stifel Financial]

Okay. And then maybe pivoting a little bit thinking bigger picture here, Can you talk about the opportunity to grow your MSA count? You're in about 20 MSAs today. Where can this go over time? And is that primarily going to be a function of M and A or is there an opportunity to greenfield here as well?

[Michael McCann, Director, President & CEO at Limbach]

Yes, we have a lot of footprint. Just if you looked at our map, there's at least 20 or 25 plus type MSAs that we could be in that are great markets for us as well too. I think about where we're at in the middle of the country from an industrial manufacturing, we've really just started to take a look at being able to capture that. So, I think a good chunk of it will come from M and A. Every once in a while, we if there's a customer that wants us to be in an area, if we have the talent in place, they want to be in the area, we have in the past done organic start offs.

[Michael McCann, Director, President & CEO at Limbach]

But I would say the majority is going to come from an acquisition perspective.

[Brian Brophy, Associate Vice President at Stifel Financial]

Okay. That's helpful. And then, I think last one for me. Can you just remind us how much data center exposure do you guys have? Where is that exposure?

[Brian Brophy, Associate Vice President at Stifel Financial]

How much of that is new construction related? And how are you thinking about the long term opportunity in that market?

[Michael McCann, Director, President & CEO at Limbach]

Yes. So, from a again, we're very different from a data center perspective. About three years ago, we essentially in one of our locations, we were building data centers and we basically turned the faucet off and stopped building those data centers, which our location at the time was wondering what we're doing. So, from a new construction perspective, we two or three years ago, we stopped from that perspective. So, our data center work that we have is existing building data center work, existing infrastructure.

[Michael McCann, Director, President & CEO at Limbach]

There's only a couple of markets that we're even able to take advantage of that, Columbus and a little bit in the Northern Virginia market. So, it hasn't been a big part of our past. And I think in the future, it's just a matter of that watching that infrastructure age and then being a partner for those types of facilities.

[Brian Brophy, Associate Vice President at Stifel Financial]

Very helpful. I'll pass it on. Thank you.

[Michael McCann, Director, President & CEO at Limbach]

Thank you.

[Operator]

We have no further questions at this time. Mr. McCann, I would like to turn the floor back over to you for closing comments.

[Michael McCann, Director, President & CEO at Limbach]

Thank you for listening today and for your continued interest in Limbach. We look forward to seeing many of you at the UBS Services Conference this week and at the ROTH Conference next week. Hope everybody has a great day. Thank you.

[Operator]

Ladies and gentlemen, this does conclude today's teleconference. You may disconnect your lines at this time. Thank you for your participation and have a wonderful day.

Participants

Executives

• Michael McCann, Director, President & CEO
• Jayme Brooks, Executive VP & CFO

Analysts

• Julie Kegley, SVP at Financial Profiles, Inc
• Rob Brown, Founding Partner, Senior Equity Research Analyst at Lake Street Capital Markets, LLC
• Gerard Sweeney, Managing Director & Senior Research Analyst at Roth Capital Partners, LLC
• Brian Brophy, Associate Vice President at Stifel Financial