Advantage Solutions Inc. Q1 2026 earnings call

Thanks, operator. Good morning, and thank you for joining us. I want to first acknowledge our team for a solid start to the year. We have a lot of work ahead of us, but I am grateful for the resilience our people are showing in this uncertain time. Our first quarter was solid and ahead of our internal expectations, reflecting strong growth in Experiential Services, improvement in Retailer Services, and continued headwinds affecting Branded Services. In the first quarter, total company net revenues of $723 million were up 4% year-over-year and up 4.7% on a pro forma basis, excluding divestitures. Adjusted EBITDA of $68 million was up over 16% and up 22% on a pro forma basis, excluding divestitures, driven by strong incremental margins in Experiential Services and improved profitability in Retailer Services.

Our results reflect continued progress on the growth and productivity initiatives outlined last quarter, especially our centralized labor model, which is driving improved retail execution and profitability. Our technology investments also continue to enhance our workforce productivity and improve our ability to drive sales for clients. We are still in the early stages of realizing the benefits of these initiatives. We recently launched the last phase of our SAP implementation, and we continue to advance the rollout of our human capital management system. First quarter cash flow was strong. We generated $74 million in adjusted unlevered free cash flow and ended the quarter with $144 million in cash after a meaningful debt paydown in March. While we remain focused on cash generation and productivity, we have increased our efforts to drive growth across our platform. Technology will enable this push.

Faster insights to action using AI built on top of our data lake will enable us to better meet increasing demand for experiential and other in-store services and drive demand for clients' brands through a better understanding of product-level performance. In experiential and retailer services, we are using AI tools integrated with legacy systems as well as process redesign to increase our hiring speed to better meet in-store labor needs. Our Branded Services team continues to advance our analytic architecture, driving faster action, increasing the likelihood of accelerating brand performance, and routing in-store brand merchandisers dynamically. We leverage partnerships like our alliance with Instacart to help drive better retail pricing and assortment decisions on behalf of clients. We're collaborating to leverage proprietary data and an alert-based model to more effectively deploy retail reps to the highest yielding in-store opportunities.

Our retail pilot with Instacart is expanding. Initial results have been positive. We're also expanding into new markets and services and see a meaningful opportunity to expand beyond grocery retail. We are in active discussions with several non-food retailers to perform similar services that we've been doing with grocers and in other food channels for years. While growth is our focus, we continue to pursue several productivity initiatives. First, our centralized labor model is improving service quality and supporting long-term margin expansion, particularly in Experiential Services. We also see an opportunity to extend some of these capabilities into our Retailer Services segment as we execute product resets and store remodel work in approximately 80% of the U.S. grocery channel. Second, we are in the final stages of our enterprise technology transformation.

Our SAP and Oracle platforms have strengthened our data integrity, improved our reporting capability, reduced duplicative systems, and are improving our ability to deliver insight-driven services while our Workday implementation will further improve our talent management. The heavy lifting of this transformation will be mostly complete by year-end. Beginning in 2027, we expect to more fully realize the efficiency benefits of these investments. Finally, we are integrating AI across our operations. Today, AI-enabled staffing and scheduling tools are already improving our speed and labor utilization. We are leveraging AI to drive further efficiency across our businesses and expect it to play a large role in improving execution, forecasting, and labor productivity.

This includes a use case-based approach to AI tool selection and development and accelerating the fidelity and maturity of our data to ensure accuracy. I am proud of our execution in the quarter, controlling what we can amid ongoing consumer softness. Several enduring trends impacted our business in the consumer sector more broadly. Lower and middle income consumers remain highly focused on value, while higher income consumers are shifting spending towards healthier options and also beginning to look for savings opportunities. Rising gas prices are constraining consumer spending and have contributed to the lowest consumer sentiment since tracking began in 1952. We do not expect these dynamics to change in the near term, but we are adapting our business accordingly and helping our manufacturing clients and retailer customers also adjust their strategies.

Additionally, our exposure to the fast turning consumer packaged goods sector provides less volatility in this environment compared to other sectors, and our heavier focus on the food category, which represents the majority of Branded Services revenues, provides a degree of built-in resilience as consumption patterns in food tend to be relatively stable or shift more slowly over time. Finally, as a scaled outsource labor provider, we are well-positioned to support clients as they seek greater efficiency and return on their investment at retail. Hiring remains competitive, but it is consistent with recent quarters, and we are investing in our workforce and training to support the durable demand growth we are seeing. As I stated at the outset of this call, our segment results were mixed. Experiential Services delivered very strong first quarter results. Events grew over 19% and execution rates improved on both an annual and sequential basis.

As we build top line momentum, we are focused on increasing profitability by advancing the centralized labor model rollout, enhancing training and safety protocols, and driving a favorable mix shift towards higher margin events. Branded Services continues to navigate a challenging environment resulting in some client turnover that we will continue to lap through the year. Our focus is on stabilizing the revenue base with strengthened client retention efforts, executive engagement, and targeted growth opportunities with existing clients. We are already seeing progress as several existing clients have shifted retail account coverage to us earlier this year. New business development remains active with a disciplined focus on higher quality opportunities while still under pressure. We believe the business will move towards stabilization as the initiatives take hold. Retailer Services delivered a solid quarter of positive revenue and EBITDA growth despite a timing related benefit in the quarter.

We are encouraged by improving activity, pricing, and the more moderate impact of channels from mix shifts. Pipeline momentum is strong and we are converting our pipeline of new customers and new service offerings, which should continue to support growth in this segment. We have seen strong conversion in our retail merchandising business in particular. Finally, we remain focused on revenue and cost alignment and improving execution discipline. Cash generation remains a core strength of our business. Strong cash flow performance continued in the quarter, supported by disciplined working capital management, though the timing of some new system implementations contributed to a slight sequential decrease in DSOs. We expect DSOs to be elevated in the near term before improving later in the year. Our capital spending is on pace with our full year expectation, and we paid down roughly $130 million of debt in the quarter.

Overall, enhanced liquidity is supporting our operations and strategic flexibility. We are pleased with our results. We are maintaining a prudent outlook reflecting the continued uncertainty that I mentioned earlier. We expect strength in the Experiential Services and improved growth performance in Retailer Services and progress toward achieving stabilization in Branded Services throughout the year. We are reiterating our full year guidance of flat to low single-digit revenue growth. Adjusted EBITDA that is flat to down mid-single digits as our revenue growth is weighted towards lower margin businesses in our portfolio. Adjusted unlevered free cash flow of $250 million-$275 million and net free cash flow conversion of 25% of adjusted EBITDA, excluding the incremental costs related to the recent debt refinancing. We are encouraged by our progress and remain focused on executing our strategy and driving long-term profitable growth.

I'll now turn it over to Chris for more detail on our financial performance.

Thank you, Dave, and welcome to everyone joining us today. I will review our first quarter performance by segment, discuss our cash flow and capital structure, and provide additional detail on our outlook. As noted last quarter, we recently divested a small business, an equity stake and a portion of our European joint venture that collectively accounted for approximately $20 million in revenues and over $10 million of EBITDA in 2025. As a result of these divestitures, first quarter net revenues and EBITDA were adjusted down by approximately $5 million and $3 million, respectively. These businesses were all contained within our Branded Services segment, and we will call this out for comparability in our discussion of the quarter.

Starting with Branded Services, in the first quarter, we generated $226 million of revenues and $21 million of adjusted EBITDA, down 12% and 25% year-over-year, respectively. As noted, on a pro forma basis, excluding divestitures, revenue was down 10% and EBITDA was down 17%. This segment remains under pressure due to a challenging macro environment, select client losses, and an unfavorable mix shift. While we maintain cost discipline in this segment, we were not able to fully offset these impacts. That said, we are taking targeted actions to improve performance, including expanding our customer footprint, accelerating cross-sell across our existing client base, leaning into newer, higher value services, and converting a solid pipeline of opportunities. We are also leveraging technology to drive greater efficiency and enhance ROI for our clients.

While near-term conditions remain challenging, we believe the business will move toward a more stable baseline as the year progresses. In Experiential Services, we generated $270 million of revenue and $26 million adjusted EBITDA, up 22% and 116% year-over-year respectively, driven by higher event volumes, strong execution, and an easier comparison to the prior year period. We saw growth from both existing clients and new retail partners launching programs, reflecting continued strong demand. Operationally, we benefited from improved alignment between demand and labor availability, supporting higher event execution rates and increased volumes, as well as price optimization, partially offset by higher variable labor and wage costs. We remain focused on converting strong demand into sustained margin improvement through better labor utilization and mix supported by our CLM initiatives as well as onboarding and retention improvements.

The CLM initiative is already benefiting execution in Experiential Services. Our hiring initiatives accelerated in the first quarter with a significant increase in net hires. Retention remained consistent with the prior year, positioning us well to support strong execution in Q2. In addition to supporting growth, we're seeing improved efficiencies in our hiring processes, reflected in the meaningful reduction in cost per hire during the first quarter. We continue to hire to support growth, including frontline associates, event managers, and shift supervisors. We are investing in our teammates in 2026 to elevate service levels for our customers. As a result, in Experiential Services, we expect strong revenue growth for the year with adjusted EBITDA growth broadly in line with the revenue growth due to these investments.

In Retailer Services, we generate $227 million of revenues and $21 million adjusted EBITDA, up 4% and 14% year-over-year respectively. Performance was supported by new business wins, pricing, the continued ramp of key client programs, and project timing. We are pleased that the Retailer Services segment returned to adjusted EBITDA growth during the quarter. In the first quarter, we lapped a client loss from the prior year period, while the timing of certain project work also provided a benefit. We also saw a reduced impact from channel mix shift, resulting in a lower drag on growth in the quarter. We expect the combination of new projects, new service lines, and new clients onboarded during the first quarter to support overall growth in 2026, with year-over-year comparison factors affecting the quarterly cadence.

Our focus remains on execution, staffing alignment, and operational discipline to convert pipeline strength into more consistent earnings. We are encouraged by the current pipeline momentum. First quarter shared service costs were lower year-over-year, reflecting reduced labor and professional services spend. We expect shared services cost to be stable in 2026 versus the prior year, even as we continue investing in growth and transformation, with operating efficiencies helping to fund those investments. Moving to the balance sheet and liquidity. We ended the quarter with $144 million in cash, down from the fourth quarter as we utilized our strong cash position to reduce debt, but up from $121 million in the prior year period, reflecting disciplined capital management.

As mentioned on our last earnings call, we completed an extension of our debt maturities to 2030 during the first quarter, improving our liquidity profile and overall financial flexibility. We also now have a largely fixed and hedged rate structure. At quarter end, our net leverage ratio was 4.2 times Adjusted EBITDA, down from 4.4 times at the end of the fourth quarter, and we expect to end the year around this level. We are executing against a clear plan to further reduce leverage and achieve our long-term target of 3.5 times or below. Turning to cash flow and working capital. Cash generation remains a core strength of the business, we continue to prioritize it through disciplined cost management, lower restructuring costs, and a focus on working capital improvements.

DSO increased slightly in the first quarter and is expected to remain elevated over the next few months, primarily due to the temporary impact of ongoing systems implementations and upgrades, including the final phase of our SAP implementation, which is going live this week. We expect disciplined management of DSO as the year progresses. While it will remain elevated mid-year, we expect year-end levels to be below the prior year, supporting strong full-year cash flow generation. Adjusted unlevered free cash flow was $74 million in the quarter, with a conversion rate of 110%. Restructuring costs were lower in the first quarter, and we continue to expect full-year restructuring costs to be approximately half of the prior year level. Finally, turning to our outlook. We are encouraged by our first quarter results.

We are maintaining a prudent outlook in light of ongoing macro uncertainty and an unfavorable margin mix shift resulting from strong growth in lower margin business segments. Additionally, a portion of the outperformance in the quarter reflects timing-related benefits that may normalize over the balance of the year. As Dave mentioned, we are reiterating our prior 2026 guidance, including flat to low single-digit revenue growth, adjusted EBITDA flat to down mid-single digits, adjusted unlevered free cash flow of $250 million-$235 million, and net free cash flow conversion of approximately 25% of adjusted EBITDA, excluding incremental costs related to our debt extension. From a cadence perspective, we now expect the first half to represent in the low 40% range of full-year adjusted EBITDA.

Key factors influencing our outlook include labor and benefit costs, mix dynamics, and our ability to convert pipeline into revenue, particularly within Branded Services. Overall, we remain focused on execution, cost discipline, and positioning the business for consistent and sustainable performance. Thank you for your time. I will now turn it back over to Dave.

Thanks, Chris. The first quarter reflected solid progress against our strategic priorities with strong performance in Experiential Services, improving results in Retailer Services, and disciplined execution across the business. Looking ahead, we believe our growth and productivity initiatives, including our centralized labor model, technology transformation, and AI investments, position us well to navigate the current environment. At the same time, we are building on this momentum while taking the necessary actions to stabilize Branded Services. We remain focused on executing our strategy and generating strong cash flow over time as we position Advantage for long-term profitable growth. I want to thank everybody for joining, and we look forward to connecting with this group next quarter.