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BLDR > SEC Filings for BLDR > Form 10-Q on 31-Oct-2012All Recent SEC Filings

Show all filings for BUILDERS FIRSTSOURCE, INC. | Request a Trial to NEW EDGAR Online Pro

Form 10-Q for BUILDERS FIRSTSOURCE, INC.


31-Oct-2012

Quarterly Report


Item 2. Management's Discussion and Analysis of Financial Condition and Results of Operations

The following discussion of our financial condition and results of operations should be read in conjunction with the Management's Discussion and Analysis of Financial Condition and Results of Operations and the consolidated financial statements and notes thereto for the year ended December 31, 2011 included in our most recent annual report on Form 10-K. The following discussion and analysis should also be read in conjunction with the unaudited condensed consolidated financial statements appearing elsewhere in this report. In this quarterly report on Form 10-Q, references to the "company," "we," "our," "ours" or "us" refer to Builders FirstSource, Inc. and its consolidated subsidiaries, unless otherwise stated or the context otherwise requires.

Cautionary Statement

Statements in this report which are not purely historical facts or which necessarily depend upon future events, including statements regarding our anticipations, beliefs, expectations, hopes, intentions or strategies for the future, may be forward-looking statements within the meaning of Section 21E of the Securities Exchange Act of 1934, as amended. All forward-looking statements in this report are based upon information available to us on the date of this report. We undertake no obligation to publicly update or revise any forward-looking statements, whether as a result of new information, future events or otherwise. Any forward-looking statements made in this report involve risks and uncertainties that could cause actual events or results to differ materially from the events or results described in the forward-looking statements. Readers are cautioned not to place undue reliance on these forward-looking statements. In addition, oral statements made by our directors, officers and employees to the investor and analyst communities, media representatives and others, depending upon their nature, may also constitute forward-looking statements. As with the forward-looking statements included in this report, these forward-looking statements are by nature inherently uncertain, and actual results may differ materially as a result of many factors. Further information regarding the risk factors that could affect our financial and other results are included as Item 1A of our annual report on Form 10-K.

COMPANY OVERVIEW

We are a leading supplier and manufacturer of structural and related building products for residential new construction in the U.S. We offer an integrated solution to our customers providing manufacturing, supply and installation of a full range of structural and related building products. Our manufactured products include our factory-built roof and floor trusses, wall panels and stairs, aluminum and vinyl windows, custom millwork and trim, as well as engineered wood that we design and cut for each home. We also assemble interior and exterior doors into pre-hung units. Additionally, we supply our customers with a broad offering of professional grade building products not manufactured by us, such as dimensional lumber and lumber sheet goods, various window, door and millwork lines, as well as cabinets, roofing and gypsum wallboard. Our full range of construction-related services includes professional installation, turn-key framing and shell construction, and spans all our product categories.

We group our building products into five product categories:

Prefabricated Components. Our prefabricated components consist of wood floor and roof trusses, steel roof trusses, wall panels, stairs, and engineered wood.

Windows & Doors. Our windows & doors category is comprised of the manufacturing, assembly, and distribution of windows and the assembly and distribution of interior and exterior door units.

Lumber & Lumber Sheet Goods. Lumber & lumber sheet goods include dimensional lumber, plywood, and OSB products used in on-site house framing.

Millwork. Millwork includes interior trim, exterior trim, columns and posts that we distribute, as well as custom exterior features that we manufacture under the Synboard brand name.

Other Building Products & Services. Other building products & services are comprised of products such as cabinets, gypsum, roofing and insulation and services such as turn-key framing, shell construction, design assistance, and professional installation spanning all of our product categories.

Our operating results are dependent on the following trends, events and uncertainties, some of which are beyond our control:

Homebuilding Industry. Our business is driven primarily by the residential new construction market, which is in turn dependent upon a number of factors, including demographic trends, interest rates, consumer confidence, employment rates, foreclosure


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rates, and the health of the economy and mortgage markets. Over the past few years, many homebuilders significantly decreased their housing starts because of lower demand and an excess of home inventory. Due to the decline in housing starts and increased competition for homebuilder business, we have and will likely continue to experience pressure on our gross margins. Housing starts remain at historically low levels, but industry forecasters expect to see continued improvement over the next few years. We also believe there are several meaningful trends that indicate U.S. housing demand will likely recover in the long term and that the current downturn in the housing industry is a trough in the cyclical nature of the residential construction industry. These trends include relatively low interest rates, the aging of housing stock, and normal population growth due to immigration and birthrate exceeding death rate.

Targeting Large Production Homebuilders. Over the past ten years, the homebuilding industry has undergone consolidation, and the larger homebuilders have increased their market share. We expect that trend to continue due to the enhanced liquidity and land positions of the larger homebuilders relative to the smaller, less capitalized homebuilders. Our focus is on maintaining relationships and market share with these customers while balancing the competitive pressures we are facing in our markets with certain profitability expectations. Our sales to the "Builder 100," the country's largest 100 homebuilders, increased 37.0% compared to the first nine months of 2011, while actual U.S. single-family housing starts increased 23.5% over that same time period. We expect that our ability to maintain strong relationships with the larger builders will be vital to our ability to grow market share and expand into new markets. We have also been successful in expanding our custom homebuilder base while maintaining acceptable credit standards.

Expand into Multi-Family and Light Commercial Business. We continue to look for ways to expand our multi-family and light commercial business to further diversify our customer base and lessen our dependence on single-family residential new construction.

Use of Prefabricated Components. Prior to the recent housing downturn, homebuilders were increasingly using prefabricated components in order to realize increased efficiency and improved quality. Shortening cycle time from start to completion was a key imperative of the homebuilders during periods of strong consumer demand. During the recent housing downturn, that trend decelerated as cycle time had less relevance. Customers who traditionally used prefabricated components, for the most part, still do. However, the conversion of customers to this product offering has slowed. We expect this trend to continue until the residential new construction market returns to more normal levels.

Economic Conditions. Economic changes both nationally and locally in our markets impact our financial performance. The building products supply industry is highly dependent upon new home construction and subject to cyclical market changes. Our operations are subject to fluctuations arising from changes in supply and demand, national economic conditions, labor costs, competition, government regulation, trade policies and other factors that affect the homebuilding industry such as demographic trends, interest rates, single-family housing starts, employment levels, consumer confidence, and the availability of credit to homebuilders, contractors, and homeowners. Over the past few years, the mortgage markets have experienced substantial disruption due to increased defaults. This disruption resulted in a stricter regulatory environment and reduced availability of mortgages for potential homebuyers due to an illiquid credit market and tighter standards to qualify for mortgages. Mortgage financing and commercial credit for smaller homebuilders continue to be constrained. As the housing industry is dependent upon the economy and employment levels as well as potential homebuyers' access to mortgage financing and homebuilders' access to commercial credit, it is likely that the housing industry will not significantly improve until conditions in the economy and the credit markets improve and unemployment rates decline.

Cost of Materials. Prices of wood products, which are subject to cyclical market fluctuations, may adversely impact operating income when prices rapidly rise or fall within a relatively short period of time. We purchase certain materials, including lumber products, which are then sold to customers as well as used as direct production inputs for our manufactured and prefabricated products. Short-term changes in the cost of these materials, some of which are subject to significant fluctuations, are sometimes passed on to our customers, but our pricing quotation periods may limit our ability to pass on such price changes. We may also be limited in our ability to pass on increases on in-bound freight costs on our products due to the price of fuel. Our inability to pass on material price increases to our customers could adversely impact our operating results.

Controlling Expenses. Another important aspect of our strategy is controlling costs and enhancing our status as a low-cost building materials supplier in the markets we serve. We pay close attention to managing our working capital and operating expenses. We have a "best practices" operating philosophy, which encourages increasing efficiency, lowering costs, improving working capital, and maximizing profitability and cash flow. We constantly analyze our workforce productivity to achieve the optimum, cost-efficient labor mix for our facilities. Further, we pay careful attention to our logistics function and its effect on our shipping and handling costs.


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CURRENT OPERATING CONDITIONS AND OUTLOOK

Though the level of housing starts remains near historic lows, the homebuilding industry has shown moderate improvement in recent quarters. According to the U.S. Census Bureau, the annualized rate for U.S. single-family housing starts at September 30, 2012 was 603,000, a 42.9% improvement from one year ago but approximately 58% lower than when the downturn began in 2006. For the current quarter, actual U.S. single-family housing starts were 151,800, a 29.0% increase compared to the third quarter of 2011. Actual single-family housing starts in the South Region, as defined by the U.S. Census Bureau and which encompasses our entire geographic footprint, increased to 78,800 in the current quarter, up 27.7% from the third quarter of 2011. However, single-family units under construction in the South Region increased only 12.4% during the third quarter of 2012 compared to the same quarter a year ago. While the housing industry has shown recent signs of improvement, the limited availability of credit to smaller homebuilders and potential homebuyers, a slow economic recovery, excess home inventory and high unemployment rates, among other factors could delay a recovery. The National Association of Homebuilders ("NAHB") is forecasting 528,000 U.S. single-family housing starts for 2012, which is up approximately 21.5% from 2011, but still well below historical averages.

Our sales for the third quarter of 2012 were up 34.3% over the same period last year. We believe our broad offering of building products and construction services, as well as our exceptional customer service, represents a value proposition to our customers that is superior to that of our competitors. We believe this allowed us to increase our sales volume at a rate in excess of the increase in residential new construction activity during the current quarter, as we gained market share by expanding our customer base and promoting our wide array of products and services to existing and new customers. However, our gross margin percentage decreased by 0.7 percentage point during the third quarter of 2012 compared to the third quarter of 2011. Our gross margin percentage decreased 1.5 percentage points primarily due to commodity lumber inflation relative to customer pricing commitments; however, this was partially offset by a 0.8 percentage point gross margin improvement due to increased sales volume. We have continued to manage our operating expenses with a key focus on conserving liquidity. Our selling, general and administrative expenses, as a percentage of sales, decreased 3.0% in the quarter compared to the same period a year ago. We have made significant changes to our business during the recent downturn that have improved our operating efficiency and allowed us to better leverage our operating costs against changes in sales. The continued execution of our cost containment strategies along with our improved operating results contributed to us ending the quarter with $55.7 million of liquidity, consisting of $90.7 million of cash reduced by the $35.0 million minimum cash requirement in our term loan.

We still believe that the long-term outlook for the housing industry is positive due to growth in the underlying demographics. We believe we are well-positioned to take advantage of any construction activity in our markets and to continue to increase our market share. We will continue to focus on working capital by closely monitoring our credit exposure with our customers and by working with our vendors to improve our payment terms and pricing on our products. We will also continue to work diligently to achieve the appropriate balance of short-term cost reductions while maintaining the expertise to grow the business as market conditions improve. We want to create long-term shareholder value and avoid taking steps that will limit our ability to compete.

SEASONALITY AND OTHER FACTORS

Our first and fourth quarters have historically been, and are expected to continue to be, adversely affected by weather patterns in some of our markets, resulting in reduced construction activity. In addition, quarterly results historically have reflected, and are expected to continue to reflect, fluctuations from period to period arising from the following:

The volatility of lumber prices;

The cyclical nature of the homebuilding industry;

General economic conditions in the markets in which we compete;

The pricing policies of our competitors;

The production schedules of our customers; and

The effects of weather.


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The composition and level of working capital typically change during periods of increasing sales as we carry more inventory and receivables. Working capital levels typically increase in the second and third quarters of the year due to higher sales during the peak residential construction season. These increases have in the past resulted in negative operating cash flows during this peak season, which historically have been financed through available cash. Collection of receivables and reduction in inventory levels following the peak building and construction season have in the past positively impacted cash flow. In the past, we have also utilized borrowing availability under credit facilities to cover working capital needs.

RESULTS OF OPERATIONS

The following table sets forth, for the three and nine months ended
September 30, 2012 and 2011, the percentage relationship to sales of certain
costs, expenses and income items:



                                                    Three Months  Ended              Nine Months  Ended
                                                       September 30,                   September 30,
                                                   2012             2011            2012            2011
Sales                                                100.0 %         100.0 %          100.0 %        100.0 %
Cost of sales                                         80.2 %          79.5 %           80.0 %         79.8 %

Gross margin                                          19.8 %          20.5 %           20.0 %         20.2 %
Selling, general and administrative expenses          20.1 %          23.1 %           21.0 %         24.9 %
Facility closure costs                                 0.3 %           0.1 %            0.1 %          0.3 %

Loss from operations                                  (0.6 )%         (2.7 )%          (1.1 )%        (5.0 )%
Interest expense, net                                  3.6 %           2.5 %            4.4 %          2.9 %
Income tax expense                                     0.0 %           0.1 %            0.0 %          0.3 %

Loss from continuing operations                       (4.2 )%         (5.3 )%          (5.5 )%        (8.2 )%
Loss from discontinued operations, net of tax         (0.4 )%         (0.0 )%          (0.2 )%        (0.0 )%

Net loss                                              (4.6 )%         (5.3 )%          (5.7 )%        (8.2 )%

Three Months Ended September 30, 2012 Compared with the Three Months Ended September 30, 2011

Sales. Sales for the three months ended September 30, 2012 were $291.8 million, a 34.3% increase from sales of $217.2 million for the three months ended September 30, 2011. Actual U.S. single-family housing starts increased 29.0% in the third quarter of 2012 as compared to the third quarter of 2011. In the South Region, actual single-family housing starts increased 27.7% during the third quarter of 2012 compared to the same quarter a year ago, however, the number of single-family units under construction increased only 12.4% over this same time period. We achieved increased sales volume across all product categories, as we continued to expand our customer base while increasing our sales to existing customers. We estimate that our sales volume increased approximately 27%, while commodity price inflation resulted in an additional 7% increase in sales during the current quarter compared to the same quarter a year ago. Commodity prices for lumber and lumber sheet goods were on average 32.0% higher in the current quarter compared to the same period a year ago. Prices have risen to levels not seen on a consistent basis since 2005 and 2006. This commodity price inflation has resulted in sales growth for lumber & lumber sheet goods and prefabricated components exceeding that of our other product categories.

The following table shows sales classified by product category (dollars in millions):

                                                    Three Months Ended September 30,
                                                   2012                           2011
                                          Sales        % of Sales        Sales       % of Sales        % Change
Prefabricated components                 $   56.1             19.2 %    $  41.0             18.9 %          36.8 %
Windows & doors                              61.8             21.2 %       51.3             23.6 %          20.5 %
Lumber & lumber sheet goods                  97.3             33.4 %       61.9             28.5 %          57.2 %
Millwork                                     28.1              9.6 %       22.2             10.2 %          26.5 %
Other building products & services           48.5             16.6 %       40.8             18.8 %          18.8 %

Total sales                              $  291.8            100.0 %    $ 217.2            100.0 %          34.3 %


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Gross Margin. Gross margin increased $13.3 million to $57.7 million. Our gross margin percentage was 19.8% in the current quarter, a 0.7 percentage point decrease from 20.5% in the third quarter of 2011. Our gross margin percentage decreased 1.5 percentage points primarily due to commodity lumber price inflation in the current quarter relative to quarterly customer pricing commitments, as higher than expected sales volume resulted in us replacing inventory during the current quarter at higher costs. However, the decrease was partially offset by a 0.8 percentage point gross margin improvement due to increased sales volume and our ability to leverage fixed costs in cost of goods sold.

Selling, General and Administrative Expenses. Selling, general and administrative expenses increased $8.5 million, or 16.8%. Our salaries and benefits expense, excluding stock compensation expense, was $35.6 million, an increase of $6.8 million from the third quarter of 2011. The increase in salaries and benefits expense, excluding stock compensation expense, was primarily related to higher sales commissions and additional staffing needs to service the increased sales volume. Delivery expense increased $1.8 million primarily due to higher fuel costs and increased maintenance costs on our delivery equipment.

As a percentage of sales, selling, general and administrative expenses decreased from 23.1% in 2011 to 20.1% in 2012. As a percentage of sales, salaries and benefits expense, excluding stock compensation expense, decreased 1.1%, office general and administrative expense decreased 0.4%, occupancy costs decreased by 0.5%, and delivery costs decreased by 0.5%. We continue to monitor our operating cost structure closely and make adjustments as necessary.

Interest Expense, Net. Interest expense was $10.6 million in the third quarter of 2012, an increase of $5.3 million from the third quarter of 2011. The increase was primarily due to $4.7 million of interest expense on our term loan agreement entered into during the fourth quarter of 2011 and $0.7 million of non-cash, fair value adjustments on the warrants issued as part of the term loan.

Income Tax Expense. We recorded income tax expense of $0.0 million and $0.3 million during the three months ended September 30, 2012 and 2011, respectively. We recorded an after-tax, non-cash valuation allowance of $4.6 million and $4.7 million, in 2012 and 2011, respectively, related to our net deferred tax assets. Absent this valuation allowance, our effective tax rate would have been 37.6% and 39.2% in 2012 and 2011, respectively.

Nine Months Ended September 30, 2012 Compared with the Nine Months Ended September 30, 2011

Sales. Sales for the nine months ended September 30, 2012 were $783.1 million, a 33.5% increase from sales of $586.4 million for the nine months ended September 30, 2011. Actual U.S. single-family housing starts increased 23.5% in the first nine months of 2012 as compared to the first nine months of 2011. In the South Region, actual single-family housing starts increased 22.7% compared to a year ago, however, the number of single-family units under construction increased only 3.7% over this same time period. We achieved increased sales volume across all product categories, as we continued to expand our customer base while increasing our sales to existing customers. We estimate that our sales volume increased approximately 31%, while commodity price inflation resulted in an additional 3% increase in sales during the first nine months of 2012 compared to the same time period a year ago. Commodity prices for lumber and lumber sheet goods were on average 17.8% higher in the first nine months of 2012 compared to the first nine months of 2011. Prices have risen to levels not seen on a consistent basis since 2005 and 2006. This commodity price inflation has resulted in sales growth for lumber & lumber sheet goods and prefabricated components exceeding that of our other product categories.

The following table shows sales classified by product category (dollars in millions):

                                                    Nine Months Ended September 30,
                                                   2012                          2011
                                          Sales       % of Sales        Sales       % of Sales        % Change
Prefabricated components                 $ 150.8             19.3 %    $ 112.0             19.1 %          34.6 %
Windows & doors                            170.8             21.8 %      136.1             23.2 %          25.5 %
Lumber & lumber sheet goods                251.7             32.1 %      170.8             29.1 %          47.4 %
Millwork                                    75.9              9.7 %       61.4             10.5 %          23.5 %
Other building products & services         133.9             17.1 %      106.1             18.1 %          26.3 %

Total sales                              $ 783.1            100.0 %    $ 586.4            100.0 %          33.5 %


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Gross Margin. Gross margin increased $37.8 million to $156.5 million. Our gross margin percentage decreased from 20.2% in the first nine months of 2011 to 20.0% in the current period, a 0.2 percentage point decrease. Our gross margin percentage decreased 1.0 percentage points primarily due to commodity lumber price inflation in the second and third quarters of 2012 relative to quarterly customer pricing commitments, as higher than expected sales volume in the second and third quarters of 2012 resulted in us replacing inventory during these quarters at higher costs. However, the decrease was offset by a 0.8 percentage point gross margin improvement due to increased sales volume and our ability to leverage fixed costs in cost of goods sold.

Selling, General and Administrative Expenses. Selling, general and administrative expenses increased $18.6 million, or 12.7%. Our salaries and benefits expense, excluding stock compensation expense, was $100.7 million, an increase of $17.4 million from the first nine months of 2011. This increase was primarily due to higher sales commissions and additional staffing needs to service the increased sales volume. Delivery expense increased $2.7 million as compared to the first nine months of 2011, primarily due to fuel costs related to higher prices and increased sales volume. Our office general and administrative expense decreased $0.5 million from the first nine months of 2011, primarily due to a reduction in professional service fees.

As a percentage of sales, selling, general and administrative expenses decreased from 24.9% in 2011 to 21.0% in 2012. As a percentage of sales, salaries and benefits expense, excluding stock compensation expense, decreased 1.3%, office general and administrative expense decreased 0.7%, occupancy expense decreased 0.6%, and delivery costs decreased by 0.9%. We continue to monitor our operating cost structure closely and make adjustments as necessary.

Interest Expense, Net. Interest expense was $34.2 million in the first nine months of 2012, an increase of $17.3 million from the same period in 2011. The increase was primarily due to $14.0 million of interest expense on our term loan agreement entered into during the fourth quarter of 2011 and $4.4 million of non-cash, fair value adjustments on the warrants issued as part of the term loan. These increases were partially offset by $0.8 million of non-cash, fair . . .

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