Rollins Q1 2022 Earnings Call Transcript

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Provided by Quartr
April 27, 2022

Key Takeaways

  • Rollins delivered solid Q1 2022 results with revenues up 10.3% to $590.7M, organic growth of 7%, and net income of $72.4M ($0.15/share) driven by strong gains in residential, commercial, and termite services.
  • On April 18, Rollins settled the SEC investigation with an $8M penalty (no restatement), and has strengthened financial controls by hiring a Chief Accounting Officer and adding experienced audit committee members.
  • To combat inflationary pressures, Rollins enacted earlier and more aggressive rate increases, optimized routing and scheduling to cut over 3.2M miles, and expanded its hybrid/electric vehicle fleet to more than 800 units.
  • The Board was bolstered with new appointments—including cybersecurity veteran Gregory Morrison and media law expert Louise Sands—to enhance governance, risk management, and strategic oversight.
  • Rollins’ M&A pipeline remains robust, exemplified by the UK acquisition of NBC Environment on April 1, and is supported by $258.3M in cash (including $86.1M held offshore) for swift deal execution.
AI Generated. May Contain Errors.
Earnings Conference Call
Rollins Q1 2022
00:00 / 00:00

There are 10 speakers on the call.

Operator

Greetings, and welcome to the Rollins, Inc. 1st Quarter 2022 Earnings Conference Call. At this time, all participants are in a listen only mode. A question and answer session will follow the formal presentation. As a reminder, this conference is being recorded.

Operator

I would now like to turn the call over to Joe Calabrese. Thank you. You may begin.

Speaker 1

Thank you. By now, you should have all received a copy of the press release. However, if anyone is missing a copy and would like to receive 1, Please contact our office at 212-827-3746, and we'll send you a release and make sure you're on the company's distribution list. There will be a replay of the call, which will begin 1 hour after the call and run for 1 week. The replay can be accessed by dialing 877-660-6853 with the passcode 1,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000 a replay will be available for 90 days.

Speaker 1

The company is also offering investors a supporting slide presentation, which can be found on Rollins' website atwww.rollins.com. We will be following that slide presentation on our call this morning, encourage you to view it with us. On the line with me today and speaking are Gary Rollins, Rollins' Chairman and Chief Executive Officer John Wilson, Vice Chairman Jerry Gailiff, Jr, President and Chief Operating Officer and Julie Bimmerman, Interim Chief Financial Officer, Vice President and Treasurer. Management will make some opening remarks and then we'll open the line for your questions. Gary, would you like to begin?

Speaker 2

Yes. Thank you, Joe, and good morning. We appreciate all of you joining us for our Q1 2022 investor call. Julie will read our forward looking statement and

Speaker 3

Our earnings release discusses our business outlook and contains certain forward looking statements. These particular forward looking statements and all other statements that have been made on this call, excluding historical facts, are subject to a number of risks and uncertainties, and actual results may differ materially from any statement we make today. Please refer to today's press release For our SEC filings, including the Risk Factors section of our Form 10 ks for the year ended December 31, 2021, for more information And the risk factors that could cause actual results to differ.

Speaker 2

Thank you, Julie. I'm pleased to report that Rollins Delivered solid first quarter results and realized strong year over year growth in many key performance areas. We remain well positioned to deliver on our short term and long term objectives and we look forward to sharing our progress in I would now like to give an update on our SEC investigation. Rollins reached a settlement agreement with the U. S.

Speaker 2

Security and Exchange Commission on April 18. The settlement fully resolves the SEC's investigation into certain adjustments to accruals and reserves and their impact on reported earnings per share in the Q1 of 2016 and the 2nd Quarter of 2017. Rollins paid a $8,000,000 civil penalty, which was fully accrued in the 3rd and 4th quarters of 2021. Under terms of the settlement, Rollins neither admits or denies the SEC's findings The settlement completes the SEC's investigation and there will be no restatement of Rollins Financials related to this matter. I want to take a moment to highlight the actions that we've taken To strengthen Rollins controls and procedures to prevent something like this from happening in the future.

Speaker 2

From the beginning, we took this matter very seriously and hired outside consultants To evaluate and strengthen our financial reporting, this included improving processes, We also hired a Chief Accounting Officer, Tracy Hornfoot, last October and added 2 retired E and Y partners to our audit committee, Susan Bell And Pat Gunning, Susan currently serves as Chair of that committee. We have also hired And added several experienced accounting personnel to further strengthen our team. Sherry will share with It is noteworthy that the SEC recognizes within the order that Rollins cooperation and the remedial acts Out of respect for the process, we will not answer any questions during our Q and A on this matter. I assure you that integrity is at the core of who we are as a company, and we remain committed to doing the right thing for our employees, investors and customers. And finally, we are pleased that this matter is resolved.

Speaker 2

With that, let me turn the call over to John, who will provide some business updates. John?

Speaker 4

Thank you, and good morning, everyone. As Gary mentioned, we are pleased with our Q1 financial results with revenue increasing to $590,700,000 And net income totaling $72,400,000 or $0.15 per share. Overall, we experienced solid growth Across our family of pest management brands and continue to achieve strong levels of customer growth. Over the past couple of years, we have been actively Strengthening and solidifying our Board of Directors and Board Committees reflecting our commitment to effective corporate governance. For those of you who are familiar with Rollins, Our Board consists of outstanding directors who have diverse backgrounds and bring invaluable experience, strong governance and their unique perspectives to our company.

Speaker 4

As part of that process, our directors have also been a key component Of driving Rollins long term strategic vision. We're pleased to announce that Gregory Morrison has been recently appointed to Rollins Audit Committee. Some of you may recall that Greg, who joined as a Director of Rollins in 2021, Served 18 years as a Vice President and Corporate Chief Information Officer for Cox Enterprises. At Cox, he was responsible for the management And operations of all information technology, including cybersecurity solutions, which we believe makes him particularly well suited to join the audit committee In addition to his responsibilities as a member of our Board's Human Capital Management and Compensation Committee. We are also pleased to announce that Don Carson has been appointed to our Nominating and Governance Committee.

Speaker 4

Don also joined our Board in 2021 And as a trusted advisor to Catheter Precision, where he also serves as a Director, Don also acts as a trustee For the Cook and Bynum Fund. Furthermore, we strengthened our Board with the recent selection of seasoned executive, Louise Sands. Louise has also been appointed to our Nominating and Governance Committee and the Compensation Committee. For almost 20 years, Louise was an Executive Vice President General Counsel of Turner Broadcasting System. As General Counsel, Louise oversaw legal work relating to Turner's business activities And its subsidiaries worldwide, including licensing and production of content for Turner Television.

Speaker 4

She was also involved in the sale and distribution of those networks, the protection of intellectual property, employment matters, As well as litigation and transactional work relating to acquisitions and joint ventures. Louise focused on issues related to technology, information security, use of data and consumer privacy, As well as enterprise wide risk management. We are pleased to have Louise join our Board and we believe her broad experience will help to further strengthen Rollins And guide our strategic direction. At our core, we are foremost a service company. Our track record of success is a direct result of the efforts of the dedicated and caring people that work at Rollins.

Speaker 4

Toward this end, I'd like to highlight That during the quarter, Rollins was awarded a 2022 Top Workplaces Award by the Atlanta Journal Constitution. Rollins are ranked 17th in the large business category, marking the 6th consecutive year we've received this award. This recognition is based solely on employee satisfaction and engagement feedback gathered through a 3rd party survey. The survey measures several aspects of workplace culture, including alignment, execution and leadership. More than 2,900 Atlanta Companies participated in this program and over 68,000 of their employees were surveyed about their workplace experience.

Speaker 4

Another recent recognition that I'm particularly proud of is that Newsweek ranked Rollins number 8 In their article on America's Most Trustworthy Companies for 2022 in the Consulting and Professional Services category, Over 110,000 evaluations were collected and reviewed regarding customer trust, investor trust And employee trust to receive this recognition. We remain committed to providing a workplace where our team members can grow professionally And have a positive impact on the community. And many thanks go to our leadership team who deserve all the credit for Rollins achieving these honors. Now, let me turn the call over to Jerry, who will provide more details on our business.

Speaker 5

Thank you, John, and hello, everyone. I'd now like to walk through our 2022 Q1 financial results, focusing on items that directly impacted our operations during the quarter. Julie will address the non GAAP adjustments a little later. Looking at our numbers, Rollins' Q1 2020 2 was highlighted by revenue growth of 10.3 percent to $590,700,000 compared to $535,600,000 in last year's Q1. Net income was $72,400,000 or $0.15 per diluted share.

Speaker 5

This is compared to $92,600,000 or $0.19 per diluted share for the same period in 2021. This decline in EPS was primarily the result of last year's gain on the sale of Clark Properties. As mentioned, Julie will review GAAP and non GAAP results as well as organic revenue growth numbers shortly. Operationally, all our business lines experienced good growth during the quarter With residential pest control up 10.2%, commercial pest control rising 9.1% and termite increasing 13.3%. On the expense side, in the Q1, we felt significant inflationary pressures in fleet and pest control materials and supplies.

Speaker 5

I'll give insight on these and an overview of the actions we've been implementing to mitigate these expense pressures. As you may recall from last quarter, We've been proactively addressing supply chain issues in our termite and ancillary service offerings. With our procurement team seeking alternate products and suppliers, While our operation teams have been successfully initiated increases in our rate card pricing were needed to counteract the rise In some of these material costs, we believe we've struck the right balance and these efforts are helping to bring material costs back in line for our termite and ancillary business. In the Q1, we began experiencing similar inflationary headwinds within our residential and commercial pest control materials and supplies. Given the successes we've achieved mitigating M and S costs in termite, we're implementing a proactive approach within our pest control business by adjusting our rate cards Most important to improve our profit margin, we're also implementing our annual price increase programs earlier this year.

Speaker 5

These more aggressive price increases We're initiated within all our brands in late spring as compared to typical timing of the early summer months in prior years. In short, we're proactively managing through this. Our fuel expense is an important example. We gave up 0.7 Increases in fleet expense in Q1. Through extensive routing and scheduling initiatives, we have reduced our overall mileage necessary, Which lowers our fuel requirements.

Speaker 5

For our Q1 of 2022, our fuel costs would have been approximately $700,000 higher If we had not begun these routing and scheduling processes, this equates to an estimated addition of over 3,200,000 miles driven if our miles between stops had not been reduced using our routing and scheduling technologies. We expect that we will see ongoing benefits of these Improvements as we move throughout the remainder of the year. Furthermore, we continue to increase the number of hybrid and electric vehicles in our fleet As we now have over 800 currently deployed. Next for a quick update on our acquisition pipeline. Fortunately, it's full.

Speaker 5

We have plenty of potential opportunities that we're actively engaged with. Our acquisition team has been busy, both domestic and internationally. 1 of our latest acquisitions highlighted in a recent press release, NBC Environment, headquartered in the UK, Closed April 1st and now gives us full coverage within the U. K, including multiple locations within Scotland. Before closing, I'd like to provide an update on our Chief Financial Officer search.

Speaker 5

While we don't have an announcement to make today, We have engaged an executive search firm to assist with identifying an exceptional candidate to join our leadership team. We are focused on getting a seasoned, talented financial executive as our CFO. The search is progressing well And we look forward to providing an update this summer. Julie has been filling in remarkably as our Interim CFO, And you can all rest assured that Julie will be remaining with Rollins as our Group Vice President of Finance and Investor Relations. I know that I sleep better at night knowing that.

Speaker 5

Before I turn it over to Julie, I want to emphasize how pleased we are of our Q1 results given the inflationary pressures we faced and remain well positioned for 2022. I'll now turn the call over to Julie.

Speaker 3

Thank you, Jerry. We delivered a strong first quarter, highlighted by significant growth across many key financial metrics. Like last quarter, we are including a slide deck on our website, which presents the numbers we discussed during today's earnings call presentation. To view the deck, please go to rollins.com, click on News and Events, then Presentation. Now on to the numbers.

Speaker 3

Our first quarter revenues of $590,700,000 was an increase of 10.3 percent actual exchange rate And 7% organic. For the constant exchange rate, the total revenue growth totaled 9.6% With 6.3 percent organic. As previously mentioned, residential, commercial and termite all presented strong growth for the quarter. Residential grew 10.2%, 5.8 percent organic. Commercial grew 9.1%, 7.9 percent organic.

Speaker 3

Lastly, we have termite, which grew 13.3% Excuse me, with 8.5 percent organic. Now on to our income. For the Q1, we are presenting adjusted EBITDA for comparison purposes Due to the impact of our gain on sale of several of our Clark properties of $31,000,000 in Q1 of last year, 1st quarter EBITDA 2022 was $117,800,000 or 4.2 percent over 20 21 adjusted EBITDA of $113,000,000 1st quarter 2022 EPS was $0.15 per diluted share We're 7.1% improvement over 2021 adjusted EPS. For the Q1 2022, gross margin decreased to 50 or 1.2 points below last year. As mentioned, Fleet created another quarter of strong headwinds in Q1 2022, Primarily from fuel in the amount of $4,600,000 and vehicle repairs of $1,200,000 over last year.

Speaker 3

Combined, these fleet expense increases equated to 0.7 point in additional costs. Service salaries were up 0.4 point While Pest Control Materials and Supplies were up $2,900,000 or 0.1. Fuel increases were driven by a 42% increase And average price paid per gallon in Q1 2022 over 2021. This, along with customer growth, brought a 55% increase in our Total fuel costs for the quarter. The service wages increase was a combination of COVID sick time taken and Overtime paid to cover work for employees out sick with COVID.

Speaker 3

We faced some difficult challenges in January As our reported number of employees testing positive for COVID-nineteen increased 154% over January 2021. Additional overtime pay required to complete our routes and cover for these COVID cases contributed to a 21% increase over Q1 2021. We believe this to be a one time event unless another COVID surge occurs. Sales, general and administrative or SG and A on the other hand held flat Q1 2022 over 2021 with both quarters coming in at 30.3%. Now for a few notes regarding our cash flow.

Speaker 3

Our dividends for Q1 2022 totaled $49,200,000 or an increase of 25% Over 2021, while cash used for acquisitions declined 22% to $13,200,000 for 20.22. We ended the current period with $258,300,000 in cash, of which $86,100,000 was held by our foreign subsidiaries. As you probably noted, We have also increased our term loan over last year. This will put us in a strong position to act quickly on either potential acquisitions or stock Now to free cash flow. For the Q1 of 2022, our free cash was $79,500,000 or a decrease of 28.8 percent over last year.

Speaker 3

The decline was related to 30 paid in the Q3 of 2021. In comparing the current Q1 to last year, the deferral was within the Q1 2021 operating activities. Last time, I'm pleased to share that yesterday, the Board of Directors approved a regular cash dividend of $0.10 per share that will be paid on June 10, 2022 to shareholders of record at the close of business May 10, 2022. This represents a 25% increase over the dividends paid in June 2021. The dividend increase reflects our strong performance in the quarter of 2022 accentuates our financial strength, the Board's confidence and our outlook for continued growth.

Speaker 3

Gary, I'll turn the call back to you.

Speaker 2

Thank you, Julie. We're happy to take any questions at this time.

Operator

Thank you. We will now be conducting a question and answer A confirmation tone will indicate your line is in the question Our first questions come from the line of Tim Mulrooney with William

Speaker 6

Thanks for taking my questions. So I just had a couple about pricing, and I appreciate the color that Jerry gave. But the first one is, if pricing is Typically, call it 1% to 2%. How much do you expect it to be this year? I mean, we've spoken to several regional providers We're talking about price increases of more than 5% this year.

Speaker 6

So we're wondering if Orkin's thinking along the same lines?

Speaker 3

So I'll start with this and then any of the guys can jump in if they want to add to that, Tim. As you know, our price increase will Typically equate to 1% to 2% of our overall growth. And we have said in bringing it forward earlier this year and the fact that we are being more aggressive than we do Backed to increase over that. We're obviously not going to give you an exact number. As you know, we I'll never really do that.

Speaker 3

But Keep in mind, what this means by being more aggressive is there are customers that in the past that we may have considered not doing Holding off a little bit longer, we'll do that. Also, there may be some areas that we may push that envelope a little bit and increase it higher by Region by region.

Speaker 5

Yes. Tim, this is Jerry. We took a hard look and as we said, we've been more aggressive Than we probably ever have been in the future. And we looked at it as to from a standpoint of what will the market bear. And we've just been considerably more aggressive than we have in prior years with our percentage increases.

Speaker 2

Okay. Well, I'll take what I

Speaker 6

can get. Thank you. Maybe for my follow-up on pricing. Can you talk a little bit about look, I think we know how it works on the residential side. You send out your price increase in the Q2 every year.

Speaker 6

So we that makes sense. But on the commercial side,

Operator

I think it could be

Speaker 6

a little more nuanced. Please correct me if I'm wrong. But I mean, my question, I guess, is Are there opportunities for pricing conversations every time you visit a commercial customer? Or is it once per year? Or is the price fixed Through the duration of the contract length, could you just give us a little more insight on how that dynamic occurs on the commercial side?

Speaker 4

Tim, yes, this is John. I'll take that. I guess the easy answer is it depends.

Speaker 5

It depends

Speaker 4

entirely On that customer, the contract arrangement and where we are in terms of service duration, Most of our commercial customers sort of equate service duration to the price they pay. And so if We get some pretty robust reporting out of our systems to provide our managers and field sales folks With the information they need to then kind of have that conversation if service durations Are exceeding kind of what our revenue per hour goal might be. So it just depends entirely on the customer and where they are relative to all that.

Speaker 2

I'd like to add something, John, this is Gary. We have been doing price increases on a consistent program or a Routine program for the last 20 plus years. And we have a tremendous database That we're able to compare the price that the customer is paying related to the current rate card, look at The exact gap, if you will, between the rate card and the price and study Quite carefully, you know, what the results are going to be and so forth. So I think it's not a hit or miss deal And we measure rollbacks. This would be a situation where the customer objects and we feel like Customers is certainly profitable, obviously.

Speaker 2

But we've learned That really, there's not much difference between the customers that are being rolled back. In other words, We have branches that roll back very few, maybe 10% of their customers. So we really share that Data and which really kind of adds integrity to what we're doing because There's no need to change the pricing. And then we even get something. Our attitude is, they may not have Maybe not require the full amount of the price increase, but we do get some amount.

Speaker 2

So as this is something that we've been watching carefully And it's made a big difference to our company.

Speaker 1

And I

Speaker 5

would add, Tim, this is Jerry, that we were Just as aggressive within our brands, if not in some brands, more aggressive on the commercial side than residential even. So We were we definitely touched the commercial business in a great way as it relates to price increase.

Speaker 6

Okay. That's great color. Thank you, everybody.

Operator

Thank you. Our next questions come from the line of Ashish Harsh Sabadra of RBC Capital Markets, please proceed with your questions.

Speaker 7

Thanks for taking my question. Just maybe on the gross margins, just Given all the mitigations that you put together in terms of price increases as well as scheduling, Is it fair for us to assume that the brunt of the headwinds were faced in the Q1 and those headwinds moderate going forward? And again, I understand you don't give guidance, but is there a way to think about when does it inflect from being a headwind to potentially being When we start to start seeing gross margin expansion, could that could we start to see that in the back half of the year? Or do we need to wait for next year to really start Gross margin expanding again. Thanks.

Speaker 3

I'll start on that and then let everyone else jump in. So basically, yes, on the service salaries we were talking, we do believe that that is something that we have overcome because we do believe that that is related to the COVID experience that we Drew, we believe that we're done with that. Also, as Jerry commented, as far as the pest control M and S, yes, we're taking care of that and going through and adjusting Through our procurement group and then also through our rate cards to make sure that we take care of that, that leaves our fuel cost From that standpoint, and so that's where our price increase will definitely be beneficial in helping cover that. And then also as our fleet group is, I think Jerry had That is shifting and looking at the type of vehicles that we're using and the ones that are coming into our fleet in the future. So most of these or half of these expenses that we're talking about, we are we do believe are we're beyond those.

Speaker 3

Jerry, do you want to jump in on anything?

Speaker 5

As we also move through the year on this fuel side, we started seeing those the price increases in fuel By mid year and some of that will be a little more in our run rate of what we're Accustomed to as we move through the year as well. So there's that headwind will be mitigated from a year over year comparison standpoint as we move through the year.

Speaker 3

And let me add one last thing is the fact that Jerry had commented is keep in mind with our price increase coming in, we're actually brought that forward It is going in earlier as well to help mitigate these costs.

Speaker 2

If I could add something, most of our pest Control technicians have an element of productivity in their pay plans. So when we raise the customer's price, The technician benefits from that as well. So it's kind of a win win situation And makes you feel good that they're getting a raise too.

Speaker 7

That's great color. Thank you very much. And maybe if I can ask a quick follow-up on the M and A pipeline. As you mentioned, M and A pipeline is Pretty solid. I was just wondering if you could comment on the valuation.

Speaker 7

And also on the last call, there was a comment made around foreign entities to make cash available from foreign operations more readily. So would it be fair for us to assume that we could potentially see bigger M and A In the international markets as well, any comments on that front? Thanks.

Speaker 3

I'll address the second a part of that, which was on the we talked about the foreign subsidiaries or excuse me, the cash held by foreign subsidiaries. As you noted, We had a I believe it's $86,000,000 held at the end of March. Our acquisition that occurred on April 1 In the U. K, NBC was a prime example of how when we have those funds already on the within the foreign Soil, we can use those for the acquisitions immediately and which we did do so at that time. And we're always looking for acquisitions.

Speaker 3

We do not earmark our dollars to be domestic or international wherever that next right company, the one that has Correct. CultureFit is the direction the acquisition we will make. So just understand that we do not say that these dollars have to be for 1 or the other. You want to address anything else from the pipeline?

Speaker 5

I would add on the valuation part. We really haven't seen a significant change in valuation in the market. I think Still a pretty very competitive acquisition market. There's probably more private equity players involved now than there were even 2 years ago. There's still plenty of Competition there on the valuation side that's keeping the prices of some of these businesses fairly well propped up.

Speaker 7

Thanks again. Very helpful color and congrats on the strong momentum in the business. Thank you.

Operator

Our next questions come from the line of Mario Cortellacci with Jefferies. Please proceed with your questions.

Speaker 8

Hi, guys. Really appreciate the time. Just my first question around kind of what the organic growth looks like In Q2 or in the back half of the year, you guys are coming up on tougher comps. I know that you guys have ramped your sales For us as well, so maybe you can just help us understand how much pricing is playing into helping Alleviate some of that comp pressure and then also how much of that extra sales force capacity that you guys have will help Potentially maintain high single digit growth in Q2 in the back half of the year.

Speaker 4

So Mario, this is John. I'll start and then maybe Jerry might have something to add. So I think When you look at the with the our business by the kind of the service line, the residential after 2 years are really pretty explosive growth will I think we saw it soften in the Q1 and I think that will continue, especially given some of the weather challenges in the first 4 months or so of the year. But I think where the sales force expansion that you mentioned will help us It's on the commercial and the termite side. And I would expect our organic growth there to remain In that high single digit that you mentioned.

Speaker 5

And this is Jerry. We think John is absolutely right about commercial and termite does ramp up the sales force. I would add, Sue, the color that Spring hasn't fully sprung in that. When we look at our call center data and you just look at the call volume from existing customers that are calling in because I have I need extra service or I see something. We just see that the volume isn't quite there yet That we would expect it.

Speaker 5

I think we're probably weeks late from a seasonal standpoint as well. So, we'll probably have some better color around that as we move through Q2 and see how the weather plays out and what the what that Once spring is sprung, we'll probably have a better feel for That residential pest control side.

Speaker 8

Got it. Appreciate it. And then just for my follow-up, I haven't asked you guys about this in a while, Just around technology and kind of connected technology or connected tools, how penetrated are you within your customer base On that connected technology front, I'm assuming it's probably more weighted towards the commercial customer base than the residential customer base. But Any kind of quantification there would be extremely helpful. And maybe where do you think that could go over time?

Speaker 8

I mean, we're seeing In other industries where automation is helping reduce headcount or at least allow headcount to be used more efficiently, I'm just wondering if you guys have kind of thought about it internally about potential cost savings or efficiency through using Again, connected products or Internet of Thing type of tools?

Speaker 5

The work that we've done technology wise, you're right, is very heavily on the commercial side. And I would say at this point in time most of the technology that we're thinking about on the residential side all has to do with customer And helping us improve our relationships with customers to improve customer retention. We have not been as focused on automation and back office type stuff, although the routing and scheduling effects Automate scheduling and a lot of what were manual processes can be eliminated over time with that The routing and scheduling technologies, but most of our technology on the residential side is focused on that relationship building with the customer, communications, Notifications, hey our truck is on the way. You can see the truck on its path Coming to you, those types of things that we think will improve customer loyalty.

Speaker 8

Understood. Thank you very much.

Operator

Thank you. Our next questions come from the line of Michael Hoffman with Stifel. Please proceed with your questions.

Speaker 9

I'd like to come back to price with a little different angle and clarity. If I understand the way you're describing the timing of it, Q1 'twenty two does not reflect The benefit of being more aggressive. And therefore, that's in front of us coming into 2Q, 3Q and 4Q.

Speaker 3

Exactly. You're thinking correctly, Michael.

Speaker 9

Okay. And on the commercial growth, Can you help us understand I'm trying to get a feel for the macro. So this is as much as about your business as it is a read Drew, just given all the things that are going on a geopolitical basis, I have this sense that there's been a Trend of new business formation happening in North America that really began to ramp in the second half of last year And that has not peaked. Do you think your commercial organic growth reflects that there is new business formation, meaning you're adding incremental new As opposed to upselling existing?

Speaker 5

We're probably doing a better job at adding new customers And then adding services on to the existing. Yes, we're growing through new customers.

Speaker 9

So you would support the idea that there's new business formation going on still that we have not that has not peaked. And so whatever fears about Slowing consumer demand and recessions and what have you, you haven't seen that come through on somebody starting a business in an empty storefront that needs a pest service?

Speaker 5

I don't know that they're startups from new businesses or just existing businesses making a change or Initiating services for the first time, we really don't have much insight into that unfortunately for you, Michael. Sorry.

Speaker 9

Okay. All right. Thank you.

Operator

Thank you. There are no further questions at this time. I would now like to turn the call back over to management for any closing comments.

Speaker 2

Okay. Well, thank you all for joining us today. We're optimistic about our opportunities ahead and appreciate your interest in our company. We look forward to updating you next quarter on our progress. Thank you again.

Operator

Thank you. This does conclude today's teleconference. We appreciate your participation. You may disconnect your lines at this time. Enjoy the rest of your day.

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