EXHIBIT 99.1
SUN HYDRAULICS
Fourth Quarter 2005 Earnings Results
March 7, 2006, 4:15 p.m. EST.
Operator
Greetings, ladies and gentlemen, and welcome to the Sun Hydraulics fourth quarter and year end 2005
earnings conference call. At this time all participants are in a listen-only mode. A brief
question-and-answer session will follow the formal presentation. [OPERATOR INSTRUCTIONS]. As a
reminder this conference is being recorded.
It is now my pleasure to introduce your host Mr. Rich Arter, Investor Relations spokesperson. Thank
you, Mr. Arter you may begin.
Rich Arter - Sun Hydraulics IR
Thank you, Marissa. Good afternoon and thank you for joining us today on Sun Hydraulics 2005
financial results conference call. With me are Allen Carlson, Suns President and CEO; Tricia
Fulton, Suns new Chief Financial Officer; and Dick Dobbyn, Suns Outgoing Financial Officer. After
our prepared remarks today we will take questions from the audience. In addition to our dial-in
audience we are going to take questions from persons attending our Open House here today. Please be
aware that any statements made in todays presentation that are not historical facts are considered
forward-looking statements within the meaning of Section 21E of the Securities and Exchange Act.
For more information on forward-looking statements please see the press releases from yesterday. It
is now my pleasure to introduce Allen Carlson.
Allen Carlson - Sun Hydraulics President, CEO
Thank you, Rich. Good afternoon. 2005 was another great year for Sun. Sales increased in all of
geographic segments and we believe we continued to gain market share. Sales in 2005 were up 24%,
following 33% growth in 2004. Were very pleased with this years results and we look forward to
2006. Order rates accelerated going into the new year and we have continued throughout the first
quarter with run rates up over 28% to the first quarter of last year. Capacity in our U.S.
manufacturing facilities continues to increase as we refine production processes and add new
machinery. We continue to be asked questions regarding, what is driving our growth? While there are
many factors the five key ones that immediately come to mind include delivered performance, new
products, especially electrohydraulic products, integrated packages, our geographic presence, and
our website.
During the difficult times of 2001 and 2002, Sun kept its work force fully intact despite a severe
decline in business. Our manufacturing personnel reviewed and improved many processes to make us
more productive. We redesigned existing products to make them easier to manufacture and we released
many new products to complement what is already the most extensive cartridge valve line in the
world. Many of Suns new products are electrically actuated cartridges including solenoid and
proportional valves. New electrically actuated cartridges allow for new system opportunities. We
can design and manufacture integrated packages with 100% Sun content. This was not the case prior
to the introduction of our new electrically actuated products.
To support this effort, we utilize our own Sun capabilities around the globe augmented by our
independent distribution network. Suns distributors know how to apply products and develop
integrated solutions with our local market. To tell the marketplace about all of these developments
we rely on our website, www.sunhydraulics.com, which was developed for serious design engineers
that provides all the detail of technical information and specifications to select, apply, and
obtain Suns products 24 hours a day, 7 days a week wherever the customer is located. These five
key factors have helped us to capitalize on strong global economic conditions and to continue our
growth and prosperity. However, of the five, shipping quality products on time to our customers is
still our main focus and remains one of the keys to
our success. Tricia will now discuss our financial performance for the fourth quarter and 2005.
Thank you, Tricia.
Tricia Fulton - Sun Hydraulics CFO.
Thanks, Al. Please note that all comparisons I mention will be to the comparable period last year.
I would like to comment briefly first on the first fourth quarter results. Net sales were up 19% to
nearly 28 million. Net income rose 45% to 3 million, and basic and diluted earnings per share
increased to $0.26 versus $0.19. Our guidance for the fourth quarter was in the range of $0.20 to
$0.23 on 27 million in sales. We exceeded the EPS estimates based on higher-than-anticipated sales
and lower-than-anticipated effective tax rates.
Now, to summarize the results for the year. 2005 net sales were up 24% to 117 million. Net income
was nearly 13 million, compared to 8 million, and basic and diluted earnings per share increased
55% to $1.17 versus $0.76. Growth continued in the North American manufacturing sector with sales
up 24%, shipments within the U.S. were up 23%, and Canadian shipments were up 38%. European sales
increased 23% to nearly 33 million with significant increases in Sweden, Finland, Italy and the
Netherlands. Asian sales increased 29% to 16.5 million led by sales in Korea and to China. Gross
profit was up 29% to 37 million, compared to 28.5 million. Gross profit as a percentage of net
sales increased to 32%, compared to 30%. The gross profit increase was due to higher sales volume
and improved productivity, which was offset by increasing material cost in labor.
Selling, engineering, and administrative expenses were up 9% to 17.7 million. The increase was due
primarily to higher audit fees and contract labor, including Sarbanes-Oxley 404 Compliance,
personnel-related cost, foreign compensation expense, and a write-off of the remaining deferred
loan costs related to distinguished debt. Net cash from operations was 17 million, up 2.3 million.
Higher net income in 2005 was offset by working capital changes. DSO increased from 33 to 36, and
inventory turns continued to improve to 10.1. The quarterly cash dividend a quarterly cash
dividend of $0.10 a share was declared in December. Dividends were paid on January 15th to
shareholders of record on December 31st. Yesterday we declared a $0.10 dividend for the first
quarter payable on December 15th to shareholders of record on March 31st.
We completed documentations and testing for 2005 related to Compliance of Sarbanes-Oxley Section
404. The Sarbanes-Oxley Act requires management to assess the effectiveness of internal controls
over financial reporting. Based on our evaluation we have concluded that the internal controls were
effective in 2005. Our goal throughout the project was to comply fully with the law in paying
project costs and keep the disruption of the exercise on work flow to a minimum. We were able to
accomplish this in year one and expect that we will do the same in year two. In December, the Board
of Directors authorized the repurchase of up to $2 million of Sun stock. Since mid-December 95,200
shares have been repurchased at a cost of $1.8 million. Stock purchases were all made on the open
market subject to preprogram purchase plans.
Looking forward, 2006 first quarter sales are estimated to be in the range of 34 million, a 21%
increase over last year on a calendarized basis. First quarter earnings per share estimated to be
between $0.35 and $0.37 per share, compared to $0.32 last year. Capital expenditures for the year
are estimated at 9 million. We continued to purchase machinery to increase capacity in all segments
of our business. Thank you. Rich?
Rich Arter - Sun Hydraulics IR.
Thanks. Okay, Marissa, I think what we would like to do now is lets take two calls from dial-in
and then well skip into hear and take one from the audience here.
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Operation
Thank you. [OPERATOR INSTRUCTIONS]. Our first question comes from the line of Brian Rafn of Morgan
Dempsey Capital Management. Please proceed with your question.
<Q>: Good afternoon, everybody. Superb job.
Rich Arter - Sun Hydraulics IR.
Hello, Brian.
<Q>: Question for you, do you guys have any statistics on the National Fluid Power
Association, the grow up, in the kind of the hydraulic fluid power for all of 05.
Allen Carlson - Sun Hydraulics President, CEO.
This is Al Carlson, Ill take that question. Yes, we do. We track that. Were a member of the
National Fluid Power Association ourselves. And information is available, in fact, one way you
could probably get some of that information directly is go to their website, which is www.nfpa.com.
But in response to your question, I assume that you want to have an idea of how Sun is comparing
relative to the industry?
<Q>: Yes, right. As well as has there been any say, Allen, in the last three or four years
any penetration by the screw-in cartridge valve market versus say the conventional fixed? I think
you guys in your K talk about the screw-in is about 800 million of a 3 billion global market. Has
there been any change in that going forward or say from the last Im kind of looking for a
trend.
Allen Carlson - Sun Hydraulics President, CEO.
First of all, the industry doesnt track it in that fine of detail. It tracks hydraulic shipments,
pneumatic shipments in total. It tracks, pumps motor valves per se. But theres no tracking of
specific cartridge valves versus this other kind of valve. But we do believe that there continues
to be a migration from conventional hydraulic systems to more cartridge-based systems. We see that
regularly. That migration began taking place in North America maybe 20 years ago. It has been a
long migration, but were seeing that migration take place in other countries more recently, such
as, Japan and places in Europe as well. I hope that answers your question.
<Q>: Sure. Do you just have I think in the K you went back and gave some of those
numbers for the National Fluid Power Association, just for the overall kind of hydraulic fluid
market. Do you have that number for 05.
Rich Arter - Sun Hydraulics IR.
The rest of its
Allen Carlson - Sun Hydraulics President, CEO.
Let me go ahead, Rich.
<Q>: Because I think
Rich Arter - Sun Hydraulics IR.
Brian, those are usually estimates we put out and they are kind of based on National Fluid Power
Association numbers, Department of Commerce numbers, and all the people we know in the industry.
And what we typically say is the overall valve industry is about $6 billion. 1 billion of which is
accounted for by screw-in valves and manifolds.
<Q>: Okay. Question maybe for Tricia, what was do you guys have an idea as to what your
compliance with the Sarbanes-Oxley 404 what maybe in total costs that might have been for 05.
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Tricia Fulton - Sun Hydraulics CFO.
For 05 it was about 0.5 million. We expect that in 06 it will be less than that, but we do not
have firm estimates from our auditors or even for our internal staff at this time. Since we just
finished this year we havent really had a chance to look at next year.
<Q>: Okay. Can you give us a sense as to what the mix of the electric hydraulic both your
solenoid and your proportional valve, how much of a mix of that business of your total cartridge
valve business, that is, in 05.
Allen Carlson - Sun Hydraulics President, CEO.
I dont have any specific numbers. The more interesting statistic, perhaps might be how much
integrated packages that were shipping today include electrically actuated products, because
essentially we have three business segments going these days. We have our traditional cartridge
valves. We have our electrically actuated valves. And then when we combine the two and we put them
into integrated packages. And its the growth of our integrated packages with a lot of pull through
to the other products thats created by our ability to take electrically actuated products to
market.
<Q>: Okay. You mentioned, you guys, I think your CapEx was a little over 8.8 million. The
insulation primarily of I would assume, robotics, CNC machinery and that. Specifically, I think
in the K last year you said your combined operations in Sarasota-Manatee had about 100 million
potential sales and operating at about a 75% capacity utilization. How much has the installation of
machinery this year, flexibility design, the cellular designs, staffing, how much have you added? I
think you had some comments in the press release about adding the capacity.
Allen Carlson - Sun Hydraulics President, CEO
Ill take that question. This is Al. The issue of capacity is a very elusive question issue
because it depends on product. It depends on a lot of factors. Usually our capacity is not driven
by any one constraint thats not manageable, its a complex theres complex factors that all
come together that adjust that. So I like to think of capacity as dealing with your constraints as
they confront you, and generally speaking, this capacity utilization of 80% or 90% or whatever the
number is, is a relatively meaningless number.
<Q>: Okay. Let me just ask one final and then Ill get back in the queue. Relative to your
free cash flow, obviously you guys pay about a $0.40 annual dividend, you were fairly heavy on the
property plan equipment expenditure this year, balance sheets almost deleverage, and organic shop,
you dont do a lot of M&A activity, you just talked about your treasury purchase. Kind of go
forward 06, 07 what is the application of free cash flow.
Tricia Fulton - Sun Hydraulics CFO
I think we I had said that we were going to spend about 9 million on capital for this year.
Again, we would if we have the ability we would continue to pay dividends. I dont know that we
have any other set plans beyond that. Were always looking for other opportunities.
<Q>: Okay. Can you Tricia can you kind of break out the 9 million, what is maintenance
CapEx and what might be I think you guys described it as refinements to capacity utilization
expansion. What is the application of that 9 million or maybe where it is geographically.
Allen Carlson - Sun Hydraulics President, CEO
Ill take a shot at that. I would say that the largest factor is additional capacity of the 9
million were going to spend, its additional capacity. And I dont have a firm number, but its
probably a third to a half of the total, that kind of number. The next piece of it is adding
capacity through productivity gains, so not
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necessarily are we adding per se doing it for capacity, but we see some opportunities for gains in
productivity which the end result does give us additional capacity, but it also helps lower our
manufacturing cost.
Another piece of it is, overseas we are looking at adding some additional capacity in machinery in
our U.K. operation. And I guess that probably is the tally, theres a few odds and ins here and
there of various pieces of equipment that we need to add going forward. We dont look, by the way,
at our capital equipment purchases on a yearly cycle. We dont sit down on December 31st and make
up a list of what we might spend. So the $9 million projection is kind of looking at what we did
last year, looking at what we think our opportunities are. And we deal with it day by day and at
most probably look out a quarter.
<Q>: Right.
Allen Carlson - Sun Hydraulics President, CEO
Thats just how we operate.
<Q>: Okay. One final one, Allen, and I have twisted Dicks arm on this in the past. You guys
have a vacant lot or some additional capacity that you could add in the manifold area at Manatee
County. How was your capacity in the manifold side at Manatee and is there any thought of expanding
here or are you going to wait until your constraints are a little more reduced.
Allen Carlson - Sun Hydraulics President, CEO
Dick, do you want to take that?
Dick Dobbyn - Sun Hydraulics Outgoing Financial Officer.
Thanks, Bill. [Laughter]. One last shot at me Brian, uh?
<Q>: I got to take it while I can get it.
Dick Dobbyn - Sun Hydraulics Outgoing Financial Officer.
Yes. Are you getting at well, we added within the 9 million theres quite a bit of milling
machines, new milling machines that not only replaced, but also are better, as Al said, give us
better productivity. What were doing to keep up with our current delivery cycle and satisfy the
customers is going through the block that we make and outsourcing the simple ones. So we have
actually its been like a three-year program, and we keep working on sending out the blocks that
are pretty easy to make, and staying with the difficult ones with the complicated designs in-house.
So thats giving us capacity continually without really having to do anything in terms of bricks,
mortar or machinery.
<Q>: Is there any advantage then to bringing in those simpler designs, Dick, or is that
Dick Dobbyn - Sun Hydraulics Outgoing Financial Officer.
No, I think that thats its turned out it would be like once it goes out it stays out.
<Q>: Okay. All right. Thanks again.
Allen Carlson - Sun Hydraulics President, CEO.
You bet.
Rich Arter - Sun Hydraulics IR.
Lets take one more question from the dial-in, Marissa.
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Operator.
Our next question comes from the line of Chris Head of Westminster Securities. Please proceed with
your question.
<Q>: Hello, gentlemen, you had a congratulations on a nice results for this quarter.
Rich Arter - Sun Hydraulics IR.
Thank you, Chris.
<Q>: I noticed that Tricia mentioned that the year-over-year gross margin went from I think
30 to 32%, so theres a nice increase there. Yet in the fourth quarter the cost of goods sold
increased to about 71% of sales. Can you help me understand this increase, in particular, how it
relates to raw material price changes and productivity gains that may have been achieved in the
quarter?
Allen Carlson - Sun Hydraulics President, CEO
Sure, Ill take this, Al Carlson. Our calendar year
Rich Arter - Sun Hydraulics IR.
Repeat the question.
Allen Carlson - Sun Hydraulics President, CEO
Im sorry. The question has to do with the contribution margins from manufacturing sliding during
the course of the year and at the end of the year being less than it was at the beginning of the
year. I believe that was the gist of the question.
<Q>: Yes, thats correct.
Allen Carlson - Sun Hydraulics President, CEO.
So the calendar year goes something like, we start the year off and then normally speaking any
price increases that we have are effective on January 1st. And during the course of the year we
absorb material cost increases as best we can, but much of those, if were doing a good job are
offset by productivity gains so we dont see it all. But by the end of the year they start stacking
up. And 2005 we found was a very aggressive year in terms of material cost increases due to steel
prices, aluminum prices, anything that was driven by petroleum, such as, energy.
And so in the fourth quarter third and fourth quarter, you saw that our margins our
manufacturing margins were slipping because our material costs were escalating during the course of
the year. They have leveled off at the level they are at, and looking forward we believe that they
are probably going to hold quite steady, if not, decline in some sectors. But, again, its all
driven based on what is the energy sector going to do? What is the electric rates going to do?
So theres a lot of factors led into it, but its the accumulation of the material costs during the
course of the year that we absorb that hits the contribution margin.
<Q>: Okay. And then looking forward to the first quarter of 06, it sounds like the potential
price increases might help offset that, looking forward to the next year are those price increases
expected to be put into place.
Allen Carlson - Sun Hydraulics President, CEO
The price adjustments that we made were by product and they were effective on January 1st.
<Q>: Okay, thank you very much. And the second question is more for Tricia regarding the
effective tax rate seen in fiscal year 05. The effective tax rate was around 33%, and I was
curious if that is a rate
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which we can expect moving forward to 06, or will it be more of a higher rate? I think last year
it was expected to be around 36%.
Tricia Fulton - Sun Hydraulics CFO
Yes, just to repeat the question, relative to the tax rates that we are seeing at the end of 2005,
will they carry forward to 2006? The decrease that we saw in Q4 in the tax rates was related to
some lower foreign tax rates in the U.K. and in Korea, as well as slightly lower tax rates in some
of our states where were doing business. I wouldnt expect that it will be quite that low, but it
wont be at the level that we experienced on the accrual basis for the first three quarters of last
year.
<Q>: Okay. Thank you. And Im not sure who this question would be for or if you can even
comment on this at this call. In that regards is related to the next generation products with
WhiteOak Controls, the new development there. Could you give me an update on the development in
that area, and potentially the expected release of new products from that effort.
Allen Carlson - Sun Hydraulics President, CEO
Okay, this is Al Carlson, Ill take that question. And the question had to do with the release of
new products affiliated with the WhiteOak Controls business. For those of you who arent aware of
it, mid last year we acquired an equity position in a company that manufacturers electric controls
that are used in conjunction with hydraulic products. That company is called WhiteOak and if
anybody is interested again, you can get information on their products and who they are on their
website, which is www.whiteoakcontrols.com.
We are in the process of releasing material that will hit our website late March, early April on a
range of products. The first range of products that are complementary to our electrohydraulic
products in our integrated packages. We have plans beyond that carrying through 2006 and 2007. I
cant give you I really cant give you any specific details on forward information on our
product releases beyond what I have just said.
<Q>: Okay. Thats great. Thank you very much. Ill jump back into the queue.
Rich Arter - Sun Hydraulics IR.
Okay, Marissa, Im going to see if we have a question here from anybody in the audience. Anybody
here? Yes, sir?
<Q>: Should I identify myself?
Rich Arter - Sun Hydraulics IR.
Could you state your name?
<Q>: Yes, Robert Silver, Private Investor from Ohio.
Rich Arter - Sun Hydraulics IR.
Okay.
<Q>: Where do you gentlemen see major growth opportunity, in what markets?
Rich Arter - Sun Hydraulics IR.
Okay, the question was, where does Sun see major growth opportunities and what markets? Al?
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Allen Carlson - Sun Hydraulics President, CEO.
Sure, Ill take that question. Sun by design has chosen to participate in the market with very
diversed end applications. So I cant say that its going to be this kind of customer or this kind
of market because thats not how we go to market.
We literally have thousands of customers in a variety of markets. But I can tell you this, that
from a product standpoint the products that are going to be pushed and pulled into the market over
the next few years are going to be electrohydraulically actuated, and are going to be embedded in
packages. And thats where its been in the last couple of years and thats where it will continue.
And it will be to many, many customers in a broad platform of applications. Thats our strength, is
appealing to many, many different markets of many different customers.
<Q>: And I had a second part on that [inaudible] here?
Rich Arter - Sun Hydraulics IR.
Go ahead.
<Q>: Is your order backlog number material? For example, from order date to shipping date,
how long lead time do you normally experience.
Rich Arter - Sun Hydraulics IR.
The question was about the order backlog and the difference between order date and ship date.
Allen Carlson - Sun Hydraulics President, CEO
Ill take that as well. Sun has been working for many, many years to compress that. We would like
it to be as short as possible, and today I would say 98% of our orders are shipped in four weeks. I
would say that even maybe 20 or 30% of our orders are shipped in three weeks. I would say that 10%
of our orders are shipped in less than a week. So you could see that the backlog thats there is a
very short duration from order to ship cycle is for all practical purposes less than four weeks.
<Q>: Would there be a build up in order backlogs based on the last quarter or a year ago
quarter?
Allen Carlson - Sun Hydraulics President, CEO
Sure, because our business has increased so the amount of increase of our business, if the business
grows 20% your backlog is likely to also grow by 20%. But its not because of stacking up of orders
or changing shipping schedules. If the water rises 20% the backlog rises 20%.
<Q>: One quick question and then Im done. Can you give us a profile of your distributors?
Allen Carlson - Sun Hydraulics President, CEO
Sure, we would love to.
Rich Arter - Sun Hydraulics IR
He has asked for a profile of our distributors.
Allen Carlson - Sun Hydraulics President, CEO
Worldwide they would tend to be engineering companies, first, they apply product; they assist
customers in selecting our product, but also including with our product complementary products
because we make valves but hydraulic systems include pumps and motors and filters and accumulators
and connectors and all kinds of products. So generally speaking we are one of perhaps 20 or 30
product lines that the distributor has and is taking those products and doing engineering services
for the customer.
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They tend to be mid-sized in nature, although some of our distributors may be part of a larger
organization. But I would say the average size of our distributor might be a 20 or $30 million
company, but they may be part of a 3 or $400 million organization. But generally speaking, they
operate and act like a 20 or $30 million company.
Rich Arter - Sun Hydraulics IR.
You could also add on that they operate with exclusive territories both here and around the world.
Lets take one more from the audience here.
<Q>: The question that Im [inaudible] from New York and a Private Investor. And Sun
[inaudible] in the rebuilding of the problems that occurred in Katrina and other hurricanes, and as
well does it supply anything to like the oil companies that have pipelines, et cetera?
Rich Arter - Sun Hydraulics IR.
The question was about whether or not Sun has participated in the rebuilding of some of the
hurricane struck areas and whether or not we sell into the gas and pipeline industries.
Allen Carlson - Sun Hydraulics President, CEO
The answer to the question is yes in both cases. A lot of our products in fact youll see, those
of you who take the plant tour, a product called we call it a counterbalance product or a
load-holding product. Its a cartridge valve that is installed into a hydraulic cylinder that is
used by many, many manufacturers of equipment to hold loads. So if you take platforms, welding, and
painting and all these pieces of construction equipment that you see at a job site, were on
practically every one of those.
Going back to your oil and exploration, a lot of our equipment is going on offshore rigs, but its
beyond just offshore as well because were also on windmills and various other forms of energy
production. Again, it goes back to were a very, very broad-based company in terms of a customer
standpoint, and theres very few markets that you would not find our products used in.
<Q>: I just was interested in whether or not any of those sales that you mentioned are
nonrecurring because [inaudible]?
Allen Carlson - Sun Hydraulics President, CEO
I think the repair for Katrina is probably going to be recurring for a long time and who knows
where the next problem might be whether its hurricane-related or some other New York City, for
example, Im sure that a lot of our products were used in the rebuilding of the Twin Towers thats
going on. And around the world were used in a lot of different applications. I wouldnt view it as
nonrecurring.
Rich Arter - Sun Hydraulics IR.
Lets one more here Marissa. Scott?
<Q>: Im Scott Blumenthal with Emerald Advisors. I noticed that we see run rates, order run
rates up over 28%, which should give you very good visibility into the current quarter. And there
was a lot of talk about productivity gains and capacity increases. I wanted to know if you can kind
of reconcile the 28% order rate growth with the fact that were guiding [inaudible]. So what is
going on in the middle there with labor costs [inaudible]? What would be 12 to [inaudible].
Allen Carlson - Sun Hydraulics President, CEO.
I can take
Tricia Fulton - Sun Hydraulics CFO
Ill jump in.
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Allen Carlson - Sun Hydraulics President, CEO
Okay, Ill take. Pardon me.
Rich Arter - Sun Hydraulics IR.
Yes. Ill try to repeat the question. [Laughter]. Okay, the question was about fundamentally about
reconciling the earnings guidance, which is, I believe, $0.35 to $0.37 a share with the sales
guidance, which is up 28% and higher as a percentage rate.
Allen Carlson - Sun Hydraulics President, CEO
Correct. What you are seeing with a 28% growth at the beginning of this year is requiring a
significant amount of overtime to meet customer demand, so thats one piece of it. We didnt
recover all of our cost increases through pricing increases. We do expect some of the material
costs to if not have stabilized actually decreased during the course of the year.
So while we were aggressive with our pricing, but we did dial into the fact that we believe theres
going to be moderation in material costs through the course of the year. Those would be the two big
factors. Number one, it is important to us in serving our customers and the beginning of this year
has started out very hot. We did not anticipate 2006 to start the way it did.
Rich Arter - Sun Hydraulics IR.
Do you want to add?
Tricia Fulton - Sun Hydraulics CFO
There was also a little bit of product or not product mix, but mix within the countries where we
scaled gross margins are all different and were experiencing a little bit more growth in some of
the areas where gross margins are lower.
<Q>: And can you talk a little bit more about the tax rate? Because we saw the effective tax
rate kind of drop a little bit and we saw growth in [inaudible] higher tax [inaudible] areas in
like Europe and Canada. [Inaudible] United States and Asia, not that it will float. [Inaudible],
but [inaudible]
Tricia Fulton - Sun Hydraulics CFO
Yes, the tax rate we experienced a lot lower tax rate this year than we had in the U.K. and
Korea, which brought it down. The state tax rate [inaudible] so from what we had been accruing
historical basis. The U.S. tax rate, pretty safe, theres a lot of stuff that goes into it besides
sales and when you get into some of those more intricate things its a little bit harder to
explain. But there were some other issues that came into it this year that probably will not
[inaudible] next year on the U.S. side.
Allen Carlson - Sun Hydraulics President, CEO
And they were positive gains last year?
Tricia Fulton - Sun Hydraulics CFO
Yes.
<Q>: And can you make some comment about those initiatives that start to go from [inaudible]
in the United States and that you would then [inaudible].
Rich Arter - Sun Hydraulics IR
The question was about our larger manifolds and steel manifolds that have been built previously in
our U.K. facility and we are building some of those over here now in the States.
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Allen Carlson - Sun Hydraulics President, CEO
Our manifold production in Kansas has probably doubled in the last year. We now have 15 or 16
employees there. The operation is shipping product very well to customer request. Our business is
growing as a result of it. Our ability to respond to short lead times with iron products has helped
us actually grow, not only in the U.S. where we have added the facility, but our U.K. operation is
also seeing additional growth because now they have additional capacity that they can use to find
new customers. So its been a plus all the way around.
Rich Arter - Sun Hydraulics IR.
Lets jump back into the phone queue for a minute. Marissa are there any questions there?
Operator
Our next question comes from the line of Scott Macke of Robert W. Baird. Please proceed with your
question.
<Q>: Good afternoon, everyone. Can you hear me all right?
Rich Arter - Sun Hydraulics IR.
Yes, Scott.
<Q>: Congratulations on a nice quarter.
Allen Carlson - Sun Hydraulics President, CEO
Thank you.
<Q>: I want to follow-up on a I guess piggyback on about three different questions. The
first one with the order trends and I kind of had difficulty hearing both the question and the
answer. But I think that part of the question that was asked in the audience was reconciling a 28%
increase in orders and 21% increase in first quarter revenue. In what, I guess to a certain extent
it begs the question of capacity constraints if orders are up 28% why wouldnt we expect sales to
be up closer to that 28%.
Rich Arter - Sun Hydraulics IR
I think that question was more about order rates and earnings per share.
<Q>: All right. Well, I guess then I would like to change the question.
Rich Arter - Sun Hydraulics IR.
Okay. [Laughter]. All right. So your question is order rates versus Im not sure, what is your
question?
<Q>: If I have got orders up 28% in the first quarter why wouldnt I expect sales to be up
closer to 28%.
Rich Arter - Sun Hydraulics IR.
So you are questioning the run rate versus the forecast?
<Q>: Exactly.
Tricia Fulton - Sun Hydraulics CFO
The run rate thats in the press release is actually up over the December run rates that we are
seeing. Its not comparing apples to apples, not Q1 to Q1 the way the revenues are. Theres also
some calendarization issues that we talked about the last time that I dont think I did a very good
job explaining because everyone seems to have discussion about it.
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But we work on 445, so every year has 52 weeks in it but occasionally you have a week a year
that has 53 weeks in it. And the U.S. and our foreign sub took that extra week in different
periods. In 2004 we had 52 weeks and they had 53. In 2005 we had 53 and they had 52. And we arent
necessarily calendarizing the orders, but we were on the revenue side. Does that make any sense?
<Q>: Can you just quickly dip back into which geographies had 52 weeks versus 53 weeks and in
what years.
Tricia Fulton - Sun Hydraulics CFO
Yes, the U.S. had 53 weeks in 2005. The foreign subs had 52 weeks in 2005 and its the direct
opposite for 2004.
<Q>: Okay. And so when we talk about a 28% orders running in at 28%, were talking about a
sequential increase over the fourth quarter.
Tricia Fulton - Sun Hydraulics CFO
Yes.
<Q>: Any idea what that increase looks like year-over-year?
Rich Arter - Sun Hydraulics IR.
To the first quarter last year?
<Q>: Yes, first quarter 06 versus first quarter 05.
Rich Arter - Sun Hydraulics IR.
I dont do you have it in front of you?
<Q>: I dont have it in front of me.
Rich Arter - Sun Hydraulics IR.
We dont have it in front of us, Scott.
Allen Carlson - Sun Hydraulics President, CEO
Its probably not going to be much different than the sales rate because we have such little
backlog and we ship within a short cycle.
<Q>: Okay, that makes sense. And one, just a quick question in terms of geographic business
trends, in particular, if youre I noticed you mentioned in 05 in speaking about Europe and
mentioned a couple of the Nordic countries, are you by chance seeing a broadening out of demand
increased demand in Europe.
Allen Carlson - Sun Hydraulics President, CEO
This is Al, Ill take the question. Do you want to repeat it just to make sure everybody got it?
Rich Arter - Sun Hydraulics IR
Yes, the question is about whether or not were seeing broadening demand in Europe. We had
mentioned a couple of countries in Northern Europe in our conference call script. And the question
is, Are you seeing broadening demand in other countries?
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Allen Carlson - Sun Hydraulics President, CEO
The economy right now seems to be clicking in all geographic areas so the broadening that you
referred to is happening not only in Europe, but its happening when you go across the all of
the markets. Its very unusual in a business cycle that Asia, Europe, and North America are all
sort of the stars are lined up in the same direction, and thats the situation today.
So now lets go talk about Europe, which is specifically what your question was. During the last
four or five years in Europe, we were very strong in the Scandinavian countries, and we were doing
quite well in other pieces of Europe; for example, Italy was strong for us last year. Germany was
strong and other pieces. And I think the strength is across all of the sectors, but in the last
couple of years was perhaps the U.K. that was having the most difficult time with our local
manufacturing, and were seeing in the latter half of 05 and currently that business conditions in
the U.K. are also picking up. So its quite broad globally and its quite broad as well in Europe.
<Q>: And then I missed on my line, I didnt know if Tricia had made a comment about sales
being up in areas with lower gross margins? Did I hear that correctly and, if so, what regions were
those.
Rich Arter - Sun Hydraulics IR
The question is about sales being up in areas where there would be lower gross margins.
Tricia Fulton - Sun Hydraulics CFO
Yes, I did make that comment, Scott. In Q1 were seeing higher sales in out of our Korean office
facility, and their gross margins are typically lower than the other geographic areas.
<Q>: Okay. And then one more and then Ill hop back into queue. Youve talked about input
costs, I was wondering if you might be able to quantify for us, for all of 2005, what percentage,
or what cost increases were and how that compared relative to price realization for the year.
Rich Arter - Sun Hydraulics IR
I believe you were talking about material costs, Scott? I didnt
<Q>: Correct. If price increases covered material costs for the year.
Rich Arter - Sun Hydraulics IR.
If price increases cover material cost.
Allen Carlson - Sun Hydraulics President, CEO
I would say the combination of price increase and productivity gains covered the material cost.
<Q>: And what going back to your comments then about 06, perhaps those cost increases
leveling out or costs leveling out and declining, then is it safe to assume that as you look out
into 06 would expect price increases in 06 to cover any incremental material costs.
Allen Carlson - Sun Hydraulics President, CEO
Thats correct. And thats pretty much the model that we try to follow when we sit down and look at
our pricing. We obviously would like to be able to hold our prices wherever possible on products,
but we can only do that if we can control our material costs and improve our productivity gains.
But by holding our pricing in the market allows us to penetrate some markets, perhaps, that were
not doing as well in. And we look at our pricing by product, so when we sit down and do pricing,
its not like well, were going to take every product up 2%. We look at all the factors associated
with that product.
<Q>: And do you have an estimate for what pricing realization contributed to 05 revenue?
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Rich Arter - Sun Hydraulics IR
I dont [inaudible].
<Q>: I will hop back into queue. Thank you.
Rich Arter - Sun Hydraulics IR.
Thank you, Scott. Lets take one more question from dial-in, Marissa, if there is one.
Operator
Our next question comes from the line of Michael Braig a Private Investor. Please proceed with your
question.
<Q>: Its not so much a question as a comment. I would like to thank Dick Dobbyn for nine
years of what has been very pleasant association, not only with a competent professional, but with
someone who has a wonderful sense of humor. [Laughter]. And who can make the tough and tense
questions all the more palatable on both ends. And I have come to regard that association as more
than simple business. Its been, one, a real pleasure and I hope continuing friendship. Dick
Rich Arter - Sun Hydraulics IR.
Get the next caller on. [Laughter]. Get him off. [Laughter]. Thank you very much, Michael.
[Applause]. For those of you in the room who dont know who Mike Braig is he was one of the first
analysts that covered Sun and helped take Sun public with A.G. Edwards Company. And hes been a
long time friend of Sun.
Dick Dobbyn - Sun Hydraulics Outgoing Financial Officer
He and I will be sailing soon.
Rich Arter - Sun Hydraulics IR.
Yes. [Laughter].
Dick Dobbyn - Sun Hydraulics Outgoing Financial Officer
Thank you, Mike.
<Q>: Yes, I bid you flat seas, fair winds, and good [inaudible]. [Laughter].
Dick Dobbyn - Sun Hydraulics Outgoing Financial Officer.
Thank you very much.
Rich Arter - Sun Hydraulics IR.
Do we have another question in the audience here? Yes, maam?
<Q>: Ruth Chaser from Seven Sullivan.
Rich Arter - Sun Hydraulics IR.
Yes.
<Q>: You mentioned that in 2002 and 2003 was dismissed with [inaudible] we cant [inaudible]
Allen Carlson - Sun Hydraulics President, CEO
Thats correct.
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<Q>: intact. Now that the business has increased dramatically do you have any problem
getting confidence [inaudible]?
Rich Arter - Sun Hydraulics IR.
The question was about during the downturn around 2000 and keeping our work force intact and now
that business has swung upward are we having difficulty finding competent and enough workers in the
area.
Allen Carlson - Sun Hydraulics President, CEO
The number of workers that we have hired in probably the last six or eight weeks has been around 30
people. Were currently at about 650 people in Sarasota. A year ago at this time we were right
around 600, so we have added about 50 people. And it is a I wont say its a challenge but you
have to really work at it. Because not only do we want to hire people, we want to hire good people
that are qualified.
And oftentimes its not the skill sets that we look at, it is what kind of person is it. Are they
capable of learning? Do they have the right attitude? And so we have got a pretty good routine that
we go through in bringing people in our HR group. And that by the way is the hourly work force, the
salary work force as well, we look at it very closely. At this point in time it has not been a
problem. We would like to be able to hirer more people; for example, on a second shift, and thats
the most difficult shift to get people to work. But were doing well, but its we really work at
it.
Rich Arter - Sun Hydraulics IR.
Is that it? Okay. One more from the audience here. Let me get this to you here?
<Q>:[Multiple speakers] submit your 10-K report for the 2005 year?
Rich Arter - Sun Hydraulics IR.
The question is about when we will submit 2005 10-K. Tricia?
Tricia Fulton - Sun Hydraulics CFO
Its due on March 15th. We hope to file it before then, but we have no guarantees, there are a lot
of outside people that have to review it after we do it, and were a little bit independent on them
getting it back to us. But it will be filed by the 15th.
Rich Arter - Sun Hydraulics IR.
Or the next week or two. Lets jump back into the phone queue for a minute. Is anybody there,
Marissa?
Operator
We have a follow-up question coming from the line of Scott Macke of Robert W. Baird. Please proceed
with your question.
Rich Arter - Sun Hydraulics IR.
Scott? Marissa, were not hearing Scott. Are you hearing Scott?
<Q>: Im sorry can you hear me now?
Rich Arter - Sun Hydraulics IR.
Yes.
<Q>: I apologize for that that was my fault. I wanted to follow-up on the question on labor
and labor shifts, I was wondering if you could talk about the number of shifts you are running and
the number of days per week and then contrast that with where you were, say six months ago.
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Allen Carlson - Sun Hydraulics President, CEO
The question?
Rich
Arter - Sun Hydraulics IR.
The question is about the number of shifts were running and the number of days per week and how
that contrasts with what we were doing six months ago.
Allen Carlson - Sun Hydraulics President, CEO
The answer to the question really is that the number of shifts is about the same. We have a very
flexible policy on shifts in terms of if it works for us and employees want to start at 3:00 in the
afternoon and again if it fits in our production schedule, we do it. Oftentimes we have shifts that
are four-day shifts, sometimes we have five-day shifts. Theres a great deal of flexibility we
dial-in if we find the right employees that want to work.
I think what maybe what you would see is the additional 50 employees from a year ago would be
sprinkled around into areas where, what I like to call our hot spots. As opposed to lets just
say were going to run so many hours in a certain area of the Company, we may not need that. We may
need these people in some other area, and so we encourage our employees to gravitate to these hot
spots. We do off-site training with local colleges that allow our employees to do that. We always
have our cross-training program going on within the Company with about six or eight employees that
are just going through various areas of the Company, so that when theres an issue in one of these
hot spots we have a squad of people that can go in and fill that demand and eliminate that
constraint very, very quickly. So its a very flexible work force. It needs to be for us to do our
job.
<Q>: And thank you. And I want to delve back into as you had mentioned kind of the five
pockets for growth that are driving this above industry growth. And maybe just to the extent that
you are willing to give us some commentary on a few specifics. One is the geographic reach. Are
there expectations to add to the distributor base either in the U.S. and overseas, and if so, how
should we view that in terms of the ability to generate additional growth.
Rich Arter - Sun Hydraulics IR.
The question was about our the five points that we think are key to our growth and specifically,
geographic presence and whether or not we would need or want to add distributors and what that
would mean.
Allen Carlson - Sun Hydraulics President, CEO.
This is always an interesting question. And Im going to start by walking maybe around the world to
answer that question. If we take North America, we have a distributor network that is seasoned.
Many of our distributors have been with us since the 70s and we work very closely with them with
training programs. In some cases we actually help them to hire new engineers, application
engineers. We actually bring some of their engineers into our Company to work with us. But its a
very mature distribution network, and its really theres no opportunities to add additional
ones. And we dont need to. We need to grow the ones we have got.
If I go to Europe, different situation. We continue to add distribution in Europe, and Ill give
you an example of a distributor that was added two or three years ago that is just doing fantastic,
visited them recently. Its in Turkey. By the way Turkey is half in Europe and half in Asia, and I
visited both halves of Turkey. The distributor in Turkey has only been with us actually we have
been dealing with him as a customer for maybe the last two years and officially appointed them a
distributor in 2005. And our business has grown from a very, very small amount of product to a
significant volume. I dont want to give you the number, but it is significant.
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When we look at other parts of Europe; for example, Eastern Block Eastern Europe, we are
continuing to add distribution in that market because theres opportunities for us. We look at
Asia, we are very, very tuned into what is going on in China, and growing and not more than
growing, were actually identifying and working on plans as to how do we get more feet on the
street in China with customers there. So we continue to challenge our distribution plans and grow
them. We have got people working on that.
<Q>: And then also I wanted to delve into I guess you referred to it earlier as kind of
three businesses within Sun right now. The traditional cartridge valves, the electrical valves, and
then the integrated systems. I was wondering if you could compare/contrast the growth rates between
those three businesses.
Rich Arter - Sun Hydraulics IR.
The question was about a perceived three parts of the business, which would be non-electrical
valves, electrical valves, and integrated packages.
Allen Carlson - Sun Hydraulics President, CEO.
All three of them are growing. The package area is, for the last couple of years, our fastest
growing segment primarily because we have electrically actuated valves that we can embed in those
packages. But beyond that customers are asking for complete packages ready to bolt on the machine
as opposed to buying the bits and pieces and putting it together themselves. So the package
business is our highest growth. The second highest growth is probably our traditional cartridge
business, and third would be the electrically actuated valves, but were measuring the electrically
actuated valves theyre really what is driving our package business.
Rich Arter - Sun Hydraulics IR.
To measure them independently would be, I think, a mistake.
Allen Carlson - Sun Hydraulics President, CEO
Right.
<Q>: I see. I understand. And wanted to clean up well, let me hop back in queue I have got
a few more housekeeping questions, but Ill take a step back for a second.
Rich Arter - Sun Hydraulics IR.
Okay. Well jump back to the audience here. Did I was there somebody over here before or
Allen Carlson - Sun Hydraulics President, CEO
Theres one over here, Rich.
Rich Arter - Sun Hydraulics IR
Okay, yes, sir.
<Q>: In your hiring package do you offer ESOP to the Indians and also is there an option
expenses for the Chiefs?
Rich Arter - Sun Hydraulics IR.
The question was in our hiring package do we offer an ESOP program to the Indians, and is there
expensing of options for the Chiefs.
Tricia Fulton - Sun Hydraulics CFO
Yes, we do have an ESOP, its actually offered to all employees equally. Its a discretionary match
portion to our 401K. Our 401K plan has a mandatory match that matches up 6% of what an employee
puts in
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depending on how long they have been here and then each year depending on how the Company does.
Theres a discretionary match thats granted and last year we implemented an ESOP and used the
entire discretionary match is given in the form of the ESOP. And its the same percentage to all
employees. And, yes, we do have stock options that will, under the new regulations be expensed
starting in 2006.
<Q>: Thank you.
Rich Arter - Sun Hydraulics IR.
Do we have a question in the back? John?
<Q>: John Mayer with [inaudible]. Actually this is a two-part question and its directed at
Mr. Dobbyn. Number one, it is true that you will be opening an Irish Pub shortly after time? And
number two, where is that pub going to be? [Laughter].
Rich Arter - Sun Hydraulics IR.
Okay the question for everybody, is it true that Mr. Dobbyn will be found in an Irish Pub. First
off hes not retiring, but when he steps back a little. And second wheres the pub.
Dick Dobbyn - Sun Hydraulics Outgoing Financial Officer
No, Im not going to open an Irish Pub, but if I did you would be barred. [Laughter].
Rich Arter - Sun Hydraulics IR.
More questions from the dial-in audience, Marissa?
Operator
We do have a follow-up question coming from Scott Macke of Robert W. Baird. Please proceed with
your question.
<Q>: Yes, sir, I have got to follow-up a question about an Irish Pub with depreciation and
amortization. [Laughter]. Just some quick housekeeping, Tricia do you have an estimate for
depreciation and amortization in 06.
Rich Arter - Sun Hydraulics IR.
Estimate for depreciation and amortization for 06.
Tricia Fulton - Sun Hydraulics CFO.
5.5 to 6 million.
<Q>: And what is the tax rate baked into your first quarter guidance?
Rich Arter - Sun Hydraulics IR.
What is the tax rate baked into our guidance for the first quarter?
Tricia Fulton - Sun Hydraulics CFO.
Do I have to give away all of my secrets? [Laughter].
Rich Arter - Sun Hydraulics IR.
Dont tell him that he asked for the gross profit percentage.
Tricia Fulton - Sun Hydraulics CFO.
36 or 37%.
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<Q>: Im sorry 36 or 37.
Tricia Fulton - Sun Hydraulics CFO.
37%.
<Q>: 37%. Did I understand correctly when you talked about 06 for the year being somewhere
in between where you were in the fourth quarter and the first three quarters of the year in 05.
Tricia Fulton - Sun Hydraulics CFO
Say that again?
<Q>: Tax rate for the year for 06? I thought if I heard correctly then you were talking
about something a little closer to the 33% that you experienced in 05.
Tricia Fulton - Sun Hydraulics CFO
Yes, actually my trusty helper just has told me it is closer to 35%.
<Q>: Okay 35% for the quarter, but it sounds like for the year we want to use something lower
than that.
Tricia Fulton - Sun Hydraulics CFO
Not too much lower.
<Q>: Okay. Other income in the fourth quarter is this some of the WhiteOaks income thats
flowing through.
Tricia Fulton - Sun Hydraulics CFO
No.
Rich Arter - Sun Hydraulics IR
The question is about other income in the fourth quarter.
<Q>: And finally just in terms of SG&A expense, up 9% year-over-year in 05, looking forward
to 06, do you expect that number to moderate.
Rich Arter - Sun Hydraulics IR
The question is will the SG&A number, which was up about 9% last year moderate in 06.
Tricia Fulton - Sun Hydraulics CFO
Yes.
<Q>: All right. Given lets just actually thats good enough. Thank you. I appreciate
all the help.
Rich Arter - Sun Hydraulics IR
Those one-word answers are good, arent they? [Laughter].
<Q>: They are.
Rich Arter - Sun Hydraulics IR
Are there any other questions from the audience here? Yes, sir?
<Q>: My name is [inaudible] Im a [inaudible] resident and one thing that has always
intrigued me is I like to buy local stock, including Central European [inaudible] corporations that
sells [inaudible] and very well.
- 19 -
But your articles have been published in the Sarasota Newspaper, in fact, we just had one about a
week ago that I sent to my broker who is also my personal physician who alerted me to this meeting.
[Laughter]. But yesterday Richard Stern who is the Vice President for Salomon Smith Barney and hes
on Channel 7, and Sun was the featured stock.
Rich Arter - Sun Hydraulics IR
Yes.
<Q>: And at the same time he glowingly talked about all the things that Sun did and the stock
took a hit, and he said that in his final remarks, the Street wasnt satisfied. They expected more
what did the Street expect.
Dick Dobbyn - Sun Hydraulics Outgoing Financial Officer
Great question. Tricia commented on what the expectation was and we exceeded it. The expected 23
was the consensus, $0.23, and we did 26. And we if basically because we shipped more. Its that
simple. So I read that same thing too, and I dont know what the hell they are talking about,
frankly. Thank you.
<Q>: Thank you.
Rich Arter - Sun Hydraulics IR
Any more questions here? Marissa, are there any more from the line?
Operator
There are no further questions in queue at this time.
Rich Arter - Sun Hydraulics IR
Okay, then we would like to conclude the call. We would like to thank you all out there on the
lines for joining us and we would like to thank everybody here for coming to attend the Open House.
And that will conclude the call Marissa.
Operator
Thank you. Ladies and gentlemen, this concludes todays teleconference. We thank you for your
participation and you may disconnect your lines at this time.
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