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Latham community (SWIM) Q2 2021 profits call Transcript | 090-554 test Questions and PDF Download

Latham neighborhood (NASDAQ: SWIM)

Q2 2021 income name

Aug 05, 2021, 9:00 a.m. ET

Contents:

organized Remarks

Questions and answers

name contributors

organized Remarks:

Operator

respectable day, and welcome to the Latham neighborhood, Inc. second-quarter 2021 income convention call. [Operator instructions] Please be aware, this event is being recorded. i'd now want to turn the convention over to Nicole Briguet.

Nicole Briguet -- Investor family members

thank you, operator. decent morning, every person. Welcome to Latham's Q2 fiscal 2021 earnings name. previous this morning, we issued our salary press release, which is obtainable on the Investor family members portion of our web page.

On trendy call, Latham's president and CEO, Scott Rajeski; and CFO, Mark Borseth. Following their remarks, we are going to open up the name to questions. right through this call, the enterprise can also be sure statements that represent forward-searching statements. Such statements mirror the company's views with recognize to future pursuits as of today and are based on our administration's current expectations, estimates, forecasts, projections, assumptions, beliefs, and assistance.

sponsored: None

this text is a transcript of this convention call produced for The Motley fool. while we attempt for our foolish most excellent, there can be mistakes, omissions, or inaccuracies in this transcript. as with any our articles, The Motley fool doesn't expect any responsibility on your use of this content material, and we strongly inspire you to do your own research, including paying attention to the name yourself and analyzing the business's SEC filings. Please see our phrases and stipulations for extra details, together with our mandatory Capitalized Disclaimers of liability.

The Motley fool has a disclosure policy.

These statements are discipline to a couple of risks that might trigger precise routine and results to vary materially. Such hazards and other components are set forth within the enterprise's revenue release posted on its Investor relations web page and should be offered in our kind 10-Q for our 2nd-quarter fiscal-year 2021. The company expressly disclaims any obligation to publicly replace or overview any ahead-searching statements, no matter if as a result of new tips, future tendencies, or in any other case, apart from as required via applicable legislations. moreover, during state-of-the-art name, the business will discuss non-GAAP economic measures, which we consider may be constructive in evaluating our performance.

Reconciliations on adjusted EBITDA to internet profits calculated below GAAP can also be present in our salary press free up and should be blanketed in our kind 10-Q for Q2 2021. i may now turn the name over to Scott Rajeski.

Scott Rajeski -- President and Chief executive Officer

thank you, Nicole. respectable morning, and welcome, everyone, to Latham's 2nd-quarter income call. i would be remiss if I didn't kick off today's call through first thanking our personnel for his or her unwavering dedication to our mission of creating brilliant swimming swimming pools and available luxury for every homeowner's yard. i'd additionally like to thank each and every and every one of our purchasers and channel companions throughout a robust community for his or her persevered partnership.

collectively, we proceed to execute on our unique boom strategy and carry powerful outcomes. And our second-quarter performance exemplifies this. Our effective second-quarter results are a continuation of the trends we outlined in our first-quarter name only two months ago. We continue to see robust buyer demand for our products and are providing increase because of our efforts to force material conversion of fiberglass, our exciting direct-to-client and digital ideas, as well as the effective trade traits in outdoor residing.

due to this fact, 2d-quarter net sales grew 60.three% to $a hundred and eighty.9 million, and adjusted EBITDA grew 29.5% to $forty two.eight million in comparison to the 2nd quarter last year. Our increase is being identified with the aid of the market. in reality, we have been lately brought to the U.S. small-cap Russell 2,000 index on June 28.

Our inclusion represents an opportunity to boost our visibility in the funding community and expand our shareholder base. A key driver of our success is the persevered execution of our growth strategy. So i want to take a second to highlight our development towards our strategic pillars. beginning with our digital and manufacturer initiatives.

we have a content material-wealthy platform that gives homeowners with education and engagement tools to navigate and simplify the pool buying journey and connects them at once with our purchasers. This method continues to drive leads and conversion. In specific, our SCO and content creation efforts have proven not pricey the way to construct consumer recognition of our products, positioning us neatly to capitalize on house owner demand. definitely, thanks to the success of those initiatives and critical endured pastime in swimming pools, we've been capable of extensively drive down our charge per lead in 2021 year up to now as compared to 2020, while still offering mind-blowing revenue growth.

considering that the relaunch of our web page in January 2020, we've been focused on setting up enticing content material that speaks to each step of the pool purchasing experience. householders relate to this content since it not handiest answers their product questions however also addresses subject matters like renovation and care, as well as safeguard. We consistently display screen search trends the use of true-time facts analysis to uncover alternatives for brand spanking new, significant content. As consumers show themselves on pool ownership, we are seen as a go-to useful resource for them.

On our efforts to expand and boost our digital equipment, past in Q2, we launched our new Plan Your Pool area on our web page. This pool planning section presents a brand new immersive adventure for homeowners to customise, put together and budget ahead of constructing a purchase order determination. Plan Your Pool includes a pool can charge estimator, which allows owners to examine and distinction distinct pricing alternate options that healthy their budget. a different interactive piece of this new device is My Latham, which makes it possible for buyers to create an account and keep their preferences for his or her dream yard.

This makes it possible for us to collect advantageous statistics and intelligence on purchaser preferences, which is guiding our product and company positioning, in addition to content material and development efforts. however we're nevertheless in the early days of the Plan Your Pool section, we are seeing decent conversion into buy-able leads. Turning to our product portfolio. we now have three market-leading product lines and are investing throughout all three areas of our business.

nowadays, i'm excited to share an replace on our investments in fiberglass. In state-of-the-art free up, we announced the planned construction of a new 170,000-rectangular-foot fiberglass manufacturing facility on a 148-acre website in Kingston, Ontario, which will be the biggest fiberglass facility in our history. We might be constructing the factory of the long run, so that they can enable us to offer our world-classification Latham and Narellan fiberglass products to the japanese half of Canada, as smartly as the Northeast and the higher midwest of the U.S. including this new manufacturing facility will help us scale our operations in North the usa and create new job opportunities for the Kingston neighborhood.

building will start in late fall 2021, and we are expecting creation to begin in 2023. the ability should be totally operational by using 2024. here is a extremely exciting construction for Latham. We're seeing large success in using the cloth conversion of fiberglass, which has brought about us to speed up the investments in skill.

With this new facility, we will be smartly-positioned to proceed to reside ahead of the demand curve as we march to driving fiberglass penetration of all U.S. residential Ingram swimming pools to 25% by means of 2023. additionally, our relationships with broker companions are a essential point to our long-term success. Our purchasers proceed to see mighty demand across the board, additional reinforcing our self assurance within the long-time period viability of the increase we're seeing throughout the pool business.

As homeowners continue to make investments within the backyard, we are deepening our relationships with existing purchasers and including new ones in underpenetrated markets. mainly, the rollout of our Narellan franchisee model and the Premier pools & Spas partnership are outpacing our expectations and have been key in our efforts to power the adoption of fiberglass. while we are always seeking to grow our broker base, our simple center of attention is on enhancing our present dealers' productivity, and we now have several initiatives in place to support them develop their groups. Our Latham university software provides dealers with equipment to aid their education on the benefits of fiberglass, as well as fingers-on installation practising, and we're seeing potent broker hobby in these practicing sessions.

basically, we have held very nearly twice as many boot camps in 2021 yr to this point in comparison to a customary year. Our Latham company excellence coaches are helping our purchasers learn how to superior scale their company and add new crews, enabling them to extend the common variety of pools they installation per year. expanded on these efforts, we are additionally planning to open a global-class training middle with a smooth opening plan for the fourth quarter. We're using solid growth despite dealing with a challenging macro backdrop, together with cloth inflation and intermittent raw material shortages, which has persisted into the third quarter.

We be aware the challenges our suppliers are dealing with, and we recognize their close partnership as we navigate intermittent shortages to fulfill customer demand for our items. additionally, our teams are doing an important job countering these headwinds through fee increases and productiveness initiatives. thanks to our pricing method and the breadth of cost-including products we offer, we have been in a position to circulate-through price raises through our price chain to assist counter the inflation we're seeing on uncooked materials. As we enter the again half of the yr, we are able to continue to work as a team to navigate these macro pressures and consider neatly-placed to capitalize on the continued buyer demand for pools.

The potent underlying secular trends of our industry continue to be intact, and we continue to see our increase approach take grasp. With that, i could turn it over to Mark.

Mark Borseth -- Chief fiscal Officer

thank you, Scott, and respectable morning, everyone. nowadays, i'll evaluation our second-quarter and first-half fiscal 2021 effects and supply an update on our outlook for the complete fiscal 12 months. All comparisons i may be sharing are on a 12 months-over-year basis compared to second quarter in first half of fiscal 2020. Please notice, 2020 results do not encompass the acquisition of GLI or our investment in Premier swimming pools & Spas, each of which came about in the fourth quarter last yr.

sales for the 2d quarter were up by $sixty eight.1 million or 60.three% year over 12 months to $a hundred and eighty.9 million. This raise turned into basically caused by potent client demand and order volumes, extended strategic partnerships with our unique buyers, the acquisition of GLI, and value increases. If we include GLI sales within the second quarter of ultimate year, our income boom could be 35%. The by way of product category, web income for in-ground swimming pools extended seventy three.8% to $108 million.

Covers multiplied 55.9% to $26.2 million, and liners increased 37.eight% to $forty six.7 million. Gross profit expanded through $14 million or 31.5% to $58.4 million, certainly due to a rise in internet income, partly offset with the aid of the addition of non-money stock-primarily based compensation. Gross margin decreased to 32.three%, compared to 39.3% remaining year. Our 2020 2d-quarter gross margin benefited from a number of pandemic triggered movements and consequences.

With the uncertainty of the financial ambiance final 12 months, we applied a couple of temporary cost-saving initiatives, including wage decreases and hiring freezes. We additionally saw decrease rebate and incentive accruals, reflecting the modest quantity expectations for 2020 on the time. This year's gross margin has been impacted with the aid of the inclusion of non-cash stock-based mostly compensation expense of $4.9 million. excluding this inventory-based rate, Q2 gross margin would were 270 groundwork features larger or 35% to income.

The stability of the 12 months-over-12 months gross margin decline in Q2 2021 become pushed by means of larger rebates from our effective sales boom, in addition to transient manufacturing inefficiencies in our flowers from the interruptions in uncooked cloth availability and the inflationary influence of the timing of can charge raises versus our fee raises. Market deliver and demand imbalances endured to pressure cost of uncooked substances larger with some key commodities experiencing remarkable expense inflation in the quarter. we now have replied to this with a sequence of fee raises, of which we can see a extra significant have an effect on within the 2nd half of the yr. selling, established and administrative charges improved to $95.3 million from $15.4 million within the 2nd quarter of 2020.

This raise became primarily driven by means of non-cash stock-based compensation expense of $70.6 million, as neatly because the acquisition of GLI wage and headcount increases from the addition of customer-dealing with roles, ongoing public enterprise prices and incentive plan accruals, reflecting our strong earnings performance. This translated into larger SG&A as a percent of sales to 52.7% from 13.6% of earnings within the 2d quarter of closing year. excluding stock-based compensation cost and the ongoing charges associated with being a public enterprise. SG&A within the quarter turned into $22.9 million or 12.7% of income, compared to 13.four% of earnings last year.

Adjusted EBITDA elevated by using $9.7 million or 29.5% to $forty two.eight million, while the adjusted EBITDA margin lowered to 23.7% of revenue as a result of the gross margin compression, which we just discussed. internet loss become $53.6 million or a $0.49 loss per share, as in comparison to a net earnings of $16.four million or $0.17 per share for the 2nd quarter of fiscal 2020, largely pushed by way of the non-money stock comp price of $seventy five.5 million. For the first half of fiscal 2021, net sales accelerated one hundred and one.1% to $329.6 million from $164 million for the primary six months of 2020. net revenue performance in our three product segments for the primary six months of fiscal 2021, we now have seen mighty increase across our product lines.

In-ground swimming pools increased one hundred twenty.2% to $201.6 million. Covers extended 80.5% to $50.2 million, and liners increased 74.6% to $77.8 million. Gross earnings multiplied 103.4% to $110.eight million from $fifty four.5 million for the prior-year length, inclusive of a non-cash stock-based mostly compensation expense of $four.9 million. Gross margin for the first six months of 2021 elevated to 33.6%, inclusive of stock-primarily based comp, compared to 33.2% for the prior-yr period.

Margin enlargement was driven by way of expense raises, larger utilization of our fastened cost structure, and a combination shift toward in-ground pools and become partly offset via challenges in our supply chain, together with intermittent raw fabric shortages and price inflation, better rebates pushed through amazing revenue increase and stock-based comp. Adjusted EBITDA became up one hundred forty four.7% to $76.four million for the six months of 2021 and adjusted EBITDA margin increased to 23.2% from 19% for the prior-year period. Turning to the stability sheet. As of July 3, 2021, we had cash and cash equivalents of $76.5 million and complete debt of $237.3 million.

Our net debt leverage ratio changed into 1.3 times. This compares to cash and money equivalents of $59.three million, total debt of $221.5 million, and a net debt leverage ratio of two.0 times as of December 31, 2020. As of July 3, our liquidity, which we define as net money plus availability under our revolver improved to $106.5 million, compared to $89.3 million as of December 31, 2020. The web money provided by using operating activities turned into $14.2 million for the six months ended July three, 2021, versus $10.2 million in the prior-year period.

primarily pushed by the improved level of adjusted EBITDA and partially offset by way of our improved funding in working capital to assist our mighty boom, in particular in accounts receivable. Capital expenses totaled $eight.4 million within the second quarter of fiscal 2021, in comparison to $3.four million within the second quarter of fiscal 2020. The increase in capital spending turned into basically regarding our fiberglass capability expansion initiatives. Capital bills totaled $13 million in the six months ended July 3, 2021, compared to $6.2 million in the prior-year length.

i may now share an update on our tips for fiscal 2021. Our outlook for the 12 months displays our potent first-half economic effects and our optimism and our skill to continue to force the material conversion to fiberglass, we are going to leverage our unique direct to owner of a house digital ideas to generate leads for our broking partners, capitalize on the tremendous developments in outdoor dwelling and manage any deliver chain and inflationary linked headwinds in these very wonderful times. moreover, as we discussed on our closing name, our outlook displays tougher second-half comparisons because the influence of the pandemic and the early success of our wonderful direct to home owner mannequin, which drove very mighty boom in the closing six months of fiscal 2020. For the entire year, we're elevating the reduce conclusion of our prior net revenue tips and now expect full-12 months 2021 salary to be within the range of $600 million to $620 million, representing annual growth of between forty nine% and fifty four%.

If we had been to include GLI results for all of 2020, net earnings growth could be between 30% and 34%. we are additionally elevating the lower conclusion of our prior adjusted EBITDA tips and now are expecting full-12 months adjusted EBITDA in the latitude of $a hundred thirty million to $138 million. Our capital expenditure information for the total fiscal yr continues to be unchanged at $28 million to $36 million, which might include any 2021 spend regarding our Kingston investment. As Scott outlined prior, the supply chain dynamics we skilled in Q2 are carrying on with into the third quarter.

besides the fact that children we do not provide quarterly suggestions, given the pleasing operating atmosphere we locate ourselves in, we felt it changed into helpful to deliver colour on our expectations for profitability in the third quarter. we have taken brief action to boost expenditures in keeping with the deliver chain pressures that we have been discussing nowadays, and we are able to delivery seeing extra of an affect from these as we go throughout the 2nd half of the year. in the meantime, this may area force on our final analysis in Q3. Taking all of this into consideration, we expect to deliver adjusted EBITDA in Q3 in the latitude of $36 million to $forty two million.

Scott, i could turn it back to you for closing remarks.

Scott Rajeski -- President and Chief government Officer

Thanks, Mark. i am very pleased with all we now have completed so far in exactly just a few months as a public business. The remaining 18 months have been not like anything else now we have ever viewed and through all of it, no matter if or not it's the pandemic or the continued deliver chain challenges or something might come subsequent, our group members continue to demonstrate up day by day to force our business forward. we are seeing high-quality traction on our efforts to reimagine the pool purchasing journey for purchasers, and we are excited about our alternatives to power future boom.

Operator, please open the road for questions.

Questions & solutions:

Operator

[Operator instructions] Our first query comes from Matthew Bouley with Barclays. Please go ahead.

Ashley Kim -- Barclays investment financial institution -- Analyst

decent morning. here's in fact Ashley Kim on for Matt these days. so you've talked a couple of normalized 50-50 cut up between the first-half and second-half revenues, however the full-year tips in went back half a little less than that fifty%. So may still we simply be considering there's some conservatism baked into the salary outlook? Or is that just a function of a extremely strong first half?

Scott Rajeski -- President and Chief executive Officer

Yeah. So respectable morning, Ashley. respectable to consult with you here again this morning. So I suppose we've got talked via instances in regards to the seasonality of the enterprise and the place we now have been and, as an example, the dynamics of the moist 2019, the pandemic a 2020 and at last reverting back to the imply 50-50 is doubtless no longer the exact break up we're talking about there as we go again to the normalization of the quarters.

I think what we're confronted against within the 2d half is truly robust comps within the 2nd half of the year that we have talked about just a few times. And as we circulation via that after which looking at the deliver chain challenges we're combating through, I think we are going to nevertheless put up up out of the ordinary consequences on a full-year basis. that is what I think we wish to retain coming returned to is in case you look at full-year results, there will be pretty good year-over-yr comps, and we will retain working throughout the second half of the 12 months.

Ashley Kim -- Barclays investment bank -- Analyst

All correct. that's effective. and then how are you pondering fabric deflation if we ever see the different aspect of this? have you ever traditionally had to deliver price again to purchasers?

Scott Rajeski -- President and Chief govt Officer

Yeah. If I study my crystal ball right now, I do not see fabric deflation in the future at any element. and how I feel via that one is the spikes we now have considered were out of the ordinary across the board that every one individuals are combating through. I do not feel we will see fabric expenditures revert again to prior lows or go below where they had been, for instance, three or six months in the past.

The peaks should be knocked down some, however we are going to nonetheless be in an inflationary environment when you compare again to six, 9 or one year ago.

Ashley Kim -- Barclays funding bank -- Analyst

All right. Thanks for the colour.

Scott Rajeski -- President and Chief executive Officer

Thanks, Ashley.

Operator

Our next query comes from Josh Pokrzywinski with Morgan Stanley. Please go ahead.

Josh Pokrzywinski -- Morgan Stanley -- Analyst

hello. first rate morning, guys. So just a query on type of your personal skill and backlog circumstance. just questioning if you guys are almost sold out for the rest of the year.

and how that plays into price increases for individuals who have already got product on order? and then how much visibility into '22 do you've got at this point?

Scott Rajeski -- President and Chief govt Officer

Yeah. So Josh, we've got talked -- we do not chiefly disclose means or backlog numbers. however i will inform you, we aren't offered out at this element in time for 2021. we now have loads of capacity, which is part of our approach, staying neatly forward of that capacity.

And hence, the cause of accelerating the investment with the announcement of the Kingston facility, we are looking to preserve staying out 12, 18, 24 months ahead of the curve with the demand that we're seeing in driving with that fiberglass cloth conversion. The different thing to feel about is we're really simply stepping into the iciness security cowl season here within the following couple of months, so that they can truly be an entire new wave of business coming at us as that season kicks off. we are able to still take orders, manufacture items, ship it out to purchasers that desire pools. And once more, or not it's that balance of dealer capacity versus ours.

but we have numerous capacity. It simply comes right down to the potential to get all the uncooked cloth, we deserve to make the pools and get them out on time.

Josh Pokrzywinski -- Morgan Stanley -- Analyst

bought it. however there's no like variety of locked-in rate for folks who do have orders which are possibly dated a number of months out where you might be not, I bet, hedged or locked in on the purchases to guide that?

Scott Rajeski -- President and Chief executive Officer

Yeah. when we -- we have recently announced some additional cost increases right here in the ultimate 30 to forty five days. The resolution we made became to deliver protection to the backlog of the orders on the books for the latest customers within the yr, however all new orders that might be coming in can be at these better prices as we work through the lower back half of '21 and into '22.

Josh Pokrzywinski -- Morgan Stanley -- Analyst

obtained it. it's constructive. respect the color.

Scott Rajeski -- President and Chief government Officer

Thanks, Josh.

Mark Borseth -- Chief economic Officer

Thanks, Josh.

Operator

Our next question comes from Susan Maklari with Goldman Sachs. Please go ahead.

Susan Maklari -- Goldman Sachs -- Analyst

thank you. good morning, everyone. My first query is following up on the cost can charge dialogue. are you able to supply us some colour on if you are expecting to be rate can charge neutral? Will that come in the fourth quarter? Or is that something that you're aiming for in 2022? simply any colour on how we may still be considering that dynamic?

Scott Rajeski -- President and Chief executive Officer

Yeah. So good morning, Susan. i'd say a excessive level, when we say price cost impartial, I believe we all the time are trying to have expense exceed the can charge and the inflation we're seeing throughout the board. it is been our approach and the important thing driver to our margin enlargement over time.

and that is the reason what we're variety of attempting to reside in entrance of. and that i consider that's why we also selected to provide some tips on the EBITDA numbers for the third quarter is looking at that dynamic, the fresh spike, now not repricing the backlog and making bound we proceed to extend and grow the margins as we flow forward.

Susan Maklari -- Goldman Sachs -- Analyst

good enough. thank you. My subsequent query is you discussed the new facility up in Canada that you're beginning to work on. are you able to provide us some sense of what the salary or the extent that that facility might be able to tackle because it begins to come online and wholly ramps up over time?

Scott Rajeski -- President and Chief executive Officer

Yeah. So Susan, we're no longer going to reveal different skill or extent projections out of a selected facility. What we will say about that plant, it should be, by means of far, the biggest and biggest out of all the fiberglass facilities we have. It should be the state of the paintings facility.

we'll be deploying a number of new ideas and applied sciences there to maximize output from that facility. The capacity to stage and grow it impulsively over time with minimal additional investments. and i think if you seem to be at the model in typical in our three- to five-year projections of the place we see fiberglass growth going to and eventually getting, as an instance, 25% of the market in 2023 as we march to the 50% quantity we've discussed. That plant may be a key enabler to aid us speed up and hit those numbers and projections.

Video: AMD experiences mighty Q2 salary growth (Yahoo! Finance)

Susan Maklari -- Goldman Sachs -- Analyst

good enough. Gotcha. decent luck.

Scott Rajeski -- President and Chief executive Officer

thank you.

Mark Borseth -- Chief economic Officer

Thanks, Susan.

Operator

Our subsequent query comes from David Bellinger with Wolfe analysis. Please go forward.

David Bellinger -- Wolfe research, LLC -- Analyst

good day, respectable morning. Thanks for taking my questions. First one on the intermittent uncooked material shortages. Has that led you to fail to spot some stage of income near term? Or is that extra of a delayed effect where we may see some have an impact on to the suitable line over the following couple of quarters?

Scott Rajeski -- President and Chief executive Officer

Yeah, David, or not it's -- appear, or not it's variety of been intermittent enrolling shortages in diverse commodities. and infrequently, it's simply a selected start may additionally now not demonstrate up at a facility as expected on that day. I believe high level, have we ignored some income as a result of that? Yeah, I feel this is a fair reply to claim we have doubtless missed some income out the door. in fact elaborate to quantify because I believe gets into the reality of with the deal being able to take birth of that pool, get it into the floor.

So i might say it has impacted some. it's minimal. and that's what we continue to simply display screen as we flow during the deliver chain challenges that are obtainable.

David Bellinger -- Wolfe research, LLC -- Analyst

Understood. and then a comply with-up here, just on the gross margin decline, someplace in the range of seven hundred basis facets here in Q2. can you assist us bucket the key drivers there? How lots of it's transitory in keeping with the moves you took remaining year? and should we see margins rebound into the returned half?

Mark Borseth -- Chief financial Officer

Yeah. hi there, David, respectable morning. it's Mark. you're correct, seven-hundred-foundation-factor gross-margin decline within the quarter versus ultimate year.

and that i think, like you observed, there's a little unpacking to do there. I suppose, first, the addition of the noncash stock-based comp rate debts for 270 of the seven hundred groundwork features. Secondly, the moves that we took final 12 months, David, doubtless account for about yet another 100 of that foundation factor yr-over-yr discount, which leaves you with, let's name it, 330 groundwork aspects that i might call more operational, and that's really a mixture of the inflation that we're seeing in our raw substances. As long -- in addition to, I consider, some of the manufacturing inefficiencies that are due to the these intermittent uncooked fabric shortages.

As i discussed, we now have taken giant expense moves. but as we offer protection to the backlog, it be going to take us a bit bit longer to peer the benefit of those move through to the base line. however confidently, that helps unpack it a bit bit.

David Bellinger -- Wolfe research, LLC -- Analyst

Yeah. it truly is very beneficial. If I may simply squeeze one quick one in right here. or not it's naturally, there may be lots of labor concerns accessible.

So what are you seeing in terms of labor pressures? might be talk in regards to the confined volume of labor required to deploy fiberglass versus legacy materials. And just given that dynamic, are you seeing your share beneficial properties speed up within the close term?

Scott Rajeski -- President and Chief government Officer

Yeah. So David, i'll take it into two items. One, for instance, our factories. we have endured to ramp and employ folks over time, over one hundred folks yr up to now up to now.

and i believe or not it's close to 400. If we seem again over the final yr. So, the market continues to be challenging accessible to appoint and recruit skill in. I consider we now have accomplished a really decent job of getting folks there.

we have endured to boost wages for all of our factory worker's to satisfy market levels and competition, and that's been received very well, and we have now seen loads of extraordinary development on a regional basis where we have executed that, which has really helped enhance output in a couple of facilities. I feel in the event you seem to be at the conversion piece of that equation in opposition t concrete, I suppose that's been a large advantage to us as smartly. The proven fact that that you may use much less people to get a fiberglass pool on the floor quicker than a concrete pool or even a vinyl liner pool has really helped drive the acceleration of that conversion which again, goes again to why we now have such a strong perception that the demand and acceleration in that conversion story goes to proceed to resonate over the next three to five years for us. And again, i may just bring it correct lower back.

it be additionally why we're making this large funding within the Kingston facility earlier than we had planned or scheduled as a result of we're in view that take hold. and i suppose that fashion is going to proceed. Labor shortages are not going away anytime quickly in our economic system. And with a purpose to continue to force those concrete guys to need to switch, and that's the reason been the success we now have viewed with, for instance, the new Narellan dealers coming on-line, as smartly as the success we now have had with Premier pools & Spas, which is certainly focused on concrete conversion.

David Bellinger -- Wolfe research, LLC -- Analyst

Thanks so lots. recognize the entire aspect right here.

Scott Rajeski -- President and Chief executive Officer

you're welcome, David.

Mark Borseth -- Chief monetary Officer

you are welcome, David.

Operator

Our next query comes from Ryan Merkel with William Blair. Please go forward.

Ryan Merkel -- William Blair & business -- Analyst

howdy, guys. Thanks for taking my question.

Mark Borseth -- Chief fiscal Officer

hello, Ryan.

Ryan Merkel -- William Blair & enterprise -- Analyst

So lower back to gross margins, how should still we consider about gross margin sequentially into the third quarter? should still we expect some improvement from expense trap and Strengthen gross?

Mark Borseth -- Chief monetary Officer

I suppose for the third quarter, Ryan, as you know, we do not supply counsel on a quarterly groundwork. We believe decent about the colour that we supplied for the $36 million to $forty two million of EBITDA for the quarter. after which we feel very first rate about the replace to the information that we provided. i might say that the uncooked material -- intermittent uncooked material shortages that we now have experienced in Q2, we would predict those to proceed somewhat into Q3.

The pricing movements that we have taken. And traditionally, we now have posted through sufficient fee to offset inflationary pressures. We expect to do this once more for the total year. So we consider good concerning the full-year outlook and what we see for Q3.

Ryan Merkel -- William Blair & enterprise -- Analyst

good enough. that's helpful. after which yeah, to the entire-yr outlook, what's sort of the greatest variable that gets you to the excessive end? and should we count on that you simply're baking in some conservatism simply given the difficult deliver chain environment?

Mark Borseth -- Chief economic Officer

I think a couple of things. We proceed to peer, as Scott outlined, in reality robust demand. Demand continues very potent. We believe good about the B2C transformation that we're driving within the enterprise.

So we feel first rate about that. We do have these intermittent deliver challenges. and i believe having those work their means clear likely drives us nearer to the higher end of the latitude than the bottom.

Scott Rajeski -- President and Chief govt Officer

Yeah. And Ryan, one other factor i'll add is the different variable, we've got got to proceed to monitor and manipulate is only dealer installing capacity in the back half of the 12 months. We're listening to more -- and this is a fine story, too, appropriate? further and further buyers are talking about, they're offered out. they may be reserving into '22.

In some cases, dealers booking in '23. So what we're doing with these dealers and our partners is working with them to reveal them the demand outlook for next 12 months what we're doing with our new digital concepts to power results in them, convincing them to add a 2nd or a third crew in lots of cases. as a way to double the variety of pools they may be putting within the ground. That might be -- that's a different big aspect we're definitely pressing challenging is getting new franchisees in underpenetrated markets stood up, getting folks that have an present crude to add one other crew, it really is what's going to permit us to get greater salary out the door in the 2nd half and deliver us the success for notable boom in 2022 and on.

Ryan Merkel -- William Blair & business -- Analyst

bought it. Thanks for the colour.

Scott Rajeski -- President and Chief government Officer

Welcome.

Mark Borseth -- Chief monetary Officer

Thanks, Ryan.

Operator

Our next query comes from Tim Wojs with Baird. Please go ahead.

Tim Wojs -- Baird -- Analyst

hey, gents. respectable morning.

Scott Rajeski -- President and Chief government Officer

first rate morning, Tim.

Mark Borseth -- Chief fiscal Officer

respectable morning, Tim.

Tim Wojs -- Baird -- Analyst

perhaps simply, Scott, on that last query. I mean, are there any incentives that you can supply your broking companions to add cruise versus simply telling them how first rate demand is and they may still add greater?

Scott Rajeski -- President and Chief government Officer

So I think there may be loads of issues we do there, Tim, day in and day out with our dealer companions. the first one, I consider, basically is the demand and leads, appropriate? Proving to them that we can provide them more leads they can currently tackle and get pools in the floor is in fact the primary a part of what we do there and simply displaying them we are able to bring. The 2d one then is the practising that we supply with our company excellence coaches and exceptionally within the fiberglass world, getting them to coach their crews up, spend time within the container. We might be in the yard of the consumer for the first, 2nd and third set up with those new buyers and new crews assist them through that situation.

after which I feel there is -- the rebate application that we additionally offer and the rewards and incentive classes the place as they grow, they can earn greater rebates, they earn their option to our broker conference where they could sit in on the entire school room practising we deliver. So or not it's type of the complete kit we give. I do not believe there may be any incremental incentives we should provide on a dollar groundwork for doing that. it's greater the teaching and just how we partner with all of our buyers as we circulate forward.

And seem to be, we've offered every so often to buy a truck, a trailer, an incremental excavator since the ROI and some of these smaller investments are extraordinary. If a broking changed into strapped from a working capital standpoint. So we simply -- we carry every little thing to the arsenal we will.

Tim Wojs -- Baird -- Analyst

ok. good enough, decent. and then should you consider in regards to the midpoint of the ebook, I feel it be long past up about $10 million. Is how to believe about that that's all fee and definitely, your volume assumptions for the 12 months are practically unchanged?

Mark Borseth -- Chief economic Officer

good day, Tim. Yeah, I consider a good element of that could be the incremental expenditures that now we have pushed along. however as i discussed, orders, demand for the product remains very amazing. We like what we're seeing there.

however definitely, the incremental fee went a long approach toward relocating the backside become.

Tim Wojs -- Baird -- Analyst

ok. ok, good. well, decent success on the 2nd half, guys. thank you.

Scott Rajeski -- President and Chief govt Officer

thank you.

Mark Borseth -- Chief fiscal Officer

Thanks, Tim.

Operator

Our subsequent query comes from Judy Merritt with Truist. Please go forward.

Judy Merritt -- Truist Securities -- Analyst

thank you. here is Judy in for Keith Hughes. You mentioned in -- with the brand new lengthened facility in Canada that could also serve the Northeast and the Midwest U.S., have you made some other investments in potential -- present means such because the Southeast or Southwest U.S.? thanks.

Scott Rajeski -- President and Chief govt Officer

Yeah. So first rate morning, Judy. first rate to confer with you again. Yeah.

seem to be, we have persisted so as to add colossal amounts of capex from a boom standpoint throughout the complete footprint of our company. And once more, most of the current vegetation in fiberglass do sit down in form of Virginia, the Southeast, the Southwest, the Midwest, the Northeast and Canada, and that i believe now we have talked just a few instances, variety of was a type of spots the place it turned into the subsequent location to head put a bigger facility. we've an present facility in Kingston. I consider we have now simply outgrown that site and what we will do there.

So the brand new facility will basically permit us to can charge efficiently and valuable serve that market we mentioned. japanese Canada, Northeast, higher Midwest, access to these markets where we're seeing gigantic increase and conversion of fiberglass there. but we're continuing so as to add skill across the complete footprint.

Judy Merritt -- Truist Securities -- Analyst

ok. it's positive. thanks.

Operator

Our next query comes from Ken Zener with KeyBanc. Please go ahead.

Ken Zener -- KeyBanc Capital Markets -- Analyst

Morning, everybody.

Scott Rajeski -- President and Chief executive Officer

Morning, Ken.

Ken Zener -- KeyBanc Capital Markets -- Analyst

So a lot of demand there. interested in type of the dynamics about the way you're dealing with the raw cloth. I do not know if there may be a method for you to variety of quantify the dollar headwind, how an awful lot you're convalescing? i believe you're going to move on that. but will we talk in regards to the processes you have in vicinity here? as a result of I take into account you are maintaining backlog, correct? so you've taken, right, there become a undeniable cost obtainable.

this is flowing through into the third quarter. you've gotten been very proactive about recapturing that cost inflation, as a result the -- appropriate, the suggestions EBITDA midpoint, that moved up a little bit. however can you explain to us a bit more how these better expenses bought stuck in the company versus the pricing? Is that only a function of, what you had superb orders that used to lock in fee for 45 days? or you didn't have fee sheets that were dynamic. are you able to just stroll us through that a bit bit, how that slipped on you on the third quarter?

Scott Rajeski -- President and Chief government Officer

Yeah. So Ken, there's an awful lot in there, and we in fact can't -- don't are looking to get into every of the certain and dynamics. however what i might say is the method has always been to live out in entrance of the charge raises looking out for the next quarter or two. And as demand continues to be potent, and to illustrate, further and further orders are getting put on the books, and we're managing our inventory degrees.

And to illustrate, obligatory to now go execute incremental buys above and beyond what we have been planning to in shape that incremental demand obtainable. We -- let's simply say, unlucky timing of this big spike we're seeing in raw substances, in some instances, very potent double-digit raises that turn up virtually in a single day as we're buying and replenishing to rebuild and ship swimming pools out, I think that spike kind of -- i know lots of folks say, hiya, it's a temporary spike. however seem, it's enormous and prices proceed to continue to be increased on the cost standpoint. after which you combine that with, for instance, rolling shortages, whereas you are attempting to go to your 2d and third sources, you may also need to pay a couple of bucks greater from these 2nd and third sources to get fabric in.

We just received to proceed to work through that challenge, however we nonetheless believe the costs that we have pushed. And greater importantly, the entire productivity and the can charge initiatives that we're driving within the company to assist offset that. there's no manner that you could push every little thing through abruptly. You do not wish to reprice the backlog for contracts that purchaser dealers have with consumers.

absolutely the price versus inflation quantity, the fee continues to reside ahead of all the inflation we're seeing within the business throughout the board. and that's the reason why we felt at ease to take the reduce conclusion of the tips up. And appear, i might say it's now not being conservative. I think or not it's being cautious of where things will proceed within the again half of the 12 months.

there's nonetheless a lot of uncertainty available. we've made it through lots of the name without talking about COVID and the delta variant. or not it's getting a little scary out there with that again. We simply obtained -- we just want to continue to be cautious and at the conclusion of the day, deliver the entire-year assistance we have provided to you guys, which has been the background of our company to perform and develop correct line and profits year over yr.

Ken Zener -- KeyBanc Capital Markets -- Analyst

correct. No, I bear in mind the particulars. Now let me -- can i strategy it an extra manner. there's a variety of businesses accessible, higher groups within the constructing items house that talk about generally a one to two-quarter lag in price to can charge, trade constitution makes it possible for that to take place.

As I examine how the again half variety of unfolds given your advice, it seems to me that your time in your rate charge restoration is nearer to that one versus two quarter, and i expect it's related to sort of order cycles and your inventory. Would that be an correct description of your cost cost relationship as we get to understand your trade?

Scott Rajeski -- President and Chief executive Officer

Yeah. am i able to say it's doubtless reasonable. I believe the issue it's might be a bit distinctive for us than most is we are a customized, very brief-cycle company that typically doesn't have tremendous backlogs. and that i think with the demand that we're seeing and definitely what we're trying to do is get more desirable visibility with our broker companions on what the projections appear to be.

we can manage our supply chain and birth cycles enhanced for them and superior for the customer. in order we ask for more orders, superior visibility, that backlog upticks a bit bit and as lead times stretch out on account of one of the crucial material shortages, it will stretch some, however every product line is really diverse inside our segment, even if it's the in-floor pool, the cowl company or the vinyl liner company. each one of those cycles are so distinctive. it be hard to just generalize the response to your question.

however i would say we're doubtless on the shorter facet versus the longer facet.

Ken Zener -- KeyBanc Capital Markets -- Analyst

thanks very an awful lot.

Scott Rajeski -- President and Chief govt Officer

you're welcome.

Mark Borseth -- Chief monetary Officer

you're welcome, Ken.

Operator

This concludes the question-and-reply session. i want to turn the convention again over to Scott Rajeski for any closing remarks.

Scott Rajeski -- President and Chief govt Officer

brilliant. Thanks. So hey, firstly, I in fact wish to thank everybody for becoming a member of us on the call here this morning. We do step again at times and say, seem, or not it's two months due to the fact we've been public.

we've got carried out our 2d profits call that may well be a record potentially when it comes to the gap between the first and the 2nd. but the key issues of our business proceed to resonate very neatly throughout the board. universal, that demand outlook continues to be very potent. We're beginning to get really decent visibility as we appear out into '22.

and that i suppose many buyers are also very bullish about 2023 as they appear forward. The cause of that is, seem to be, we have bought superb broking partners throughout the entire globe, no remember where you appear. they are working with us to work out how we are able to get them to double their installing skill and get greater swimming pools within the floor per broking. And as we expand and develop the broking base, it truly is going to assist continue to drive that growth.

Our buyer and digital method investments continue to resonate. We proceed to be very inventive with what we're pushing obtainable. And now we have acquired much more coming down the pipeline as we stand up all of these tools to persuade the customer why fiberglass. and i feel all of that in fact comes again right down to probably the most important part of our approach, that cloth conversion story of converting to a fiberglass pool for all the advantages that gives, decrease charge, faster set up, the lifetime warranties we offer, simply an normal greater ownership and ladies event for the purchaser.

That continues to accelerate. I believe we're very, very joyful with all of our efforts with all of our channel companions via everything we're doing here that we basically want to come returned and step far from this call and say, guys, the march to that 25% of the whole market being fiberglass in 2023 we will get there, if no longer exceed it. And in reality, what we're starting to get our eyes focused on is what do we deserve to be to proceed to power that to get to that fifty% or 60% quantity that we have said, which begins to get us closer to where the Australian market is today. So we couldn't be more than happy with the typical efforts of the company.

and i consider for those who just step returned and think about the primary-half results that we posted up year thus far, fairly marvelous increase numbers across the board. and that i know we could not be satisfied with what we now have been able to deliver for all and sundry. So with that, i could conclude, and once again, simply thanks for your time, and that i hope all of you guys have an excellent day, and i'll simply be secure available since the world continues to be a scary area, as we know, with the delta variant area. So thank you.

Operator

[Operator signoff]

length: 51 minutes

name contributors:

Nicole Briguet -- Investor relations

Scott Rajeski -- President and Chief government Officer

Mark Borseth -- Chief fiscal Officer

Ashley Kim -- Barclays funding financial institution -- Analyst

Josh Pokrzywinski -- Morgan Stanley -- Analyst

Susan Maklari -- Goldman Sachs -- Analyst

David Bellinger -- Wolfe research, LLC -- Analyst

Ryan Merkel -- William Blair & business -- Analyst

Tim Wojs -- Baird -- Analyst

Judy Merritt -- Truist Securities -- Analyst

Ken Zener -- KeyBanc Capital Markets -- Analyst

All income name transcripts

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