Ladies and gentlemen, thank you for standing by. Good day, and welcome to the WD-forty Company 4th Quarter and Full Fiscal Year 2016 Earnings Conference Call. Today's call is being recorded. At this time, all participants are in a listen only mode. At the end of the prepared remarks, we will conduct a question and answer session.
I would now like to turn the presentation over to the host for today's call, Ms. Wendy Kelly, Director of Investor Relations and Corporate Communications. Please proceed.
Thank you. Good afternoon, and thanks to everyone for joining us today. On our call today are WD-forty Company's President and Chief Executive Officer, Gary Ridge and Vice President and Chief Financial Officer, Jay Remboldt. In addition to the financial information presented on today's call, we encourage investors to review our earnings presentation, earnings press release and Form 10 ks for the period ending August 31, 2016. These documents are available on our Investor Relations website at investor.
Wd40company.com. A replay and transcript of today's call will also be made available at that location shortly after this call. On today's call, we will discuss certain non GAAP measures. Descriptions and reconciliations of these non GAAP measures are available in our SEC filings as well as our earnings presentation. As a reminder, today's call includes forward looking statements about our expectations for the company's future performance.
Of course, actual results could differ materially. The company's expectations, beliefs and projections are expressed in good faith, but there can be no assurance that they will be achieved or accomplished. Please refer to the risk factors detailed in our SEC filings for further discussion. Finally, for anyone listening to a webcast replay or reviewing a written transcript of this call, please note that all information presented is only current as of today's date, October 19, 2016. The company disclaims any duty or obligation to update any forward looking information, whether as a result of new information, future events or otherwise.
With that, I'd now like to turn the call over to Gary.
Thank you, Wendy. Good day, and welcome to our fiscal year 2016 conference call. Today, we reported net sales of $97,200,000 for the Q4 of fiscal exchange rates had an unfavorable impact of $2,800,000 on consolidated net sales for the Q4 of fiscal 2016. So if we removed all currency related impacts, net sales would have increased nearly 9%. Net income was $14,200,000 compared to $11,700,000 in the Q4 of last fiscal year, an increase of 21%.
Diluted earnings per share for the Q4 were $0.99 compared to $0.80 for the same period last fiscal year. For the full fiscal year, net sales were 380 point $7,000,000 which was an increase of 1% from last fiscal year. Changes in foreign currency exchange rates had an unfavorable impact of $11,700,000 on consolidated net sales for fiscal 2016. So if we removed all currency related impacts, net sales would have increased by about 4%. Net income was $52,600,000 in fiscal 2016, reflecting an increase of 17%.
Diluted earnings per share for the full fiscal year were $3.64 compared to $3.04 in the prior fiscal year. For the purpose of this call, after discussing our strategic initiatives, we will be focusing primarily on the financial and operating results for the 4th fiscal quarter. For a complete discussion of our full year's results for 2016, please refer to the press release we issued earlier today or our annual report on Form 10 ks, which we expect to file with the SEC on Monday, October 24. So let's start with the discussion about strategic initiatives. Strategic initiative number 1 is to grow WD-forty multiuse product.
Our most important strategic initiative is to take the blue and yellow can with a little red top to more places for more people who will find more uses more frequently. We believe we can grow WD-forty multiuse product to approximately 6 $100,000,000 in revenue by the end of fiscal year 2025. In the Q4, global sales of multiuse product were up 7% compared to last year, which includes growth in all three trading blocks. We have many exciting things planned for the blue and yellow can with a little red top during fiscal 2017. We'll begin expanding the distribution of our newest innovation, WD-forty EZ Reach Flexible Straw to other geographies beginning with Australia early in 2017.
In EMA, we'll increase the rate of converting European end users from to our more innovative smart straw delivery system. Strategic driver number 2 is to grow the WD-forty dollars bringing specialist sales to $21,500,000 for the fiscal year. This represents a 14% increase in fiscal 2026 compared to last year. We continue to add new category extensions to the specialist product line in various geographies around the world. In fiscal 2026, we launched WD-forty Specialist Spray and Stay Gel Lubricant, which solves one of our end users' biggest pain points by providing no drip, no mess lubrication.
We are currently distributing this new product in all major trade channels in the United States. We have many exciting things planned for WD-forty Specialist in fiscal 2017, including a new line of industrial strength cleaners and degreasers and a full line of greases designed to simplify lubrication through superior performance. Building on the success we've had in EMEA, WD-forty Specialist Motorbike, the United States WD-forty Specialist Motorbike, the United States is introducing a line of WD-forty Specialist Motorcycle products. We are optimistic about the long term opportunities for WD-forty Specialist product line and Still, there will still be some volatility in sales levels along Still, there will still be some volatility in sales levels along the way due to the timing of promotional programs, the launch phasing of new products and offerings and the building of new distribution. Strategic initiative number 3, broaden product and revenue base.
Our goal under this initiative is to leverage the recognized strengths of WD-forty Company to derive revenues from new sources and brands. Strategic initiative number 3 includes maintenance products like 3 in-one, WD-forty bike, GT85 and we've made much progress in involving these 3 in the last 12 months. In fiscal year 2017, we'll launch a new line under the 3 and Run brand in the United States, designed for recreational vehicles, which will appeal to the passionate hobbyists who enjoy creating positive lasting memories with their second home on wheels. Strategic initiative number 4 is to attract, develop and retain outstanding tribe members. Our long term target under this initiative is to grow our employee engagement to greater than 95%.
At the end of fiscal year this fiscal year, we had 4 45 tribe members globally. In 2006, we made an important decision that we believe will help us reach our long term employment engagement target. We decided to buy a new building that will house both our corporate and Americas tribe members. And last month we closed we did close escrow on our new facility. We are currently in the progress or the process of renovating the property and we expect to move into our new office in San Diego in July 2017.
We expect to make a capital investment of approximately $15,000,000 during fiscal year 2017 for the building. Building our company's bench strength for future success is a top priority. At WD-forty Company, succession planning isn't just a box that we check. We're weaving a complex tapestry. Succession planning is a thoughtful and deliberate process, which ultimately results in a clear leadership roadmap.
It is my opinion that the most neglected step when it comes to succession planning is preparing for what happens after the successor is named. As a learning and teaching organization, we understand that much support must be provided. To that end, we're making some leadership changes I'd like to share with you. Mike Freeman, the President of the Americas will begin to transition to a new role of Chief Strategy Officer. In his role, Mike will continue to report to me and his responsibilities will be to research and understand industry and consumer trends and behaviors that will affect our company over the next 5 to 7 years.
During the transition period, one of Mike's responsibilities will be to mentor his successor, Steve Brass. Steve will be appointed to the new role of Division President of the Americas in December 2016. Steve has been with our company for 25 years and has served in various roles during that time. In the most recent role, Steve was the Commercial Director responsible for the oversight of our EMA direct markets. We're very excited that Steve and his family have moved to San Diego from the U.
K. And we wish both Steve and Mike the best in their new roles. Strategic initiative number 5 is operational excellence. Our goal under this initiative is best summarized by one of our core values here at WD-forty Company make it better than it is today. We are continuously focused on optimizing resources, systems and processes as well as applying rigorous commitment to quality assurance, regulatory compliance and intellectual property protection.
We measure ourselves against the operational excellence initiative by executing against our fifty fivethirtytwenty five business model and by making improvements to the processes and systems while still safeguarding the blue and yellow can with a little red top. During fiscal year, we continued during the fiscal year, we continued to make progress on several initiatives. These included completing transition to a lower VOC formula in the United States, making distribution changes in our German market and nearing the completion upgrade of our ERP system in EMEA. That completes the update on our strategic initiatives. So let's move on to the details of the Q4 results starting with sales.
As I mentioned before, consolidated net sales were $97,200,000 in the 4th quarter, up 6% versus prior versus last year. As you know, we focus our time, talent, treasure and technology on growing our maintenance products. In the 4th quarter, sales of maintenance products were nearly $87,000,000 dollars which is an 8% increase from last year. In the 4th quarter, we generated approximately 40% of our sales in currencies other than the U. S.
Dollar. Changing foreign currency exchange rates continue to be a headwind for us. If we were to remove all foreign currency exchange rates, our consolidated revenue would have been about $100,000,000 up nearly 9% compared to the Q4 of last year. Consolidated net sales were reduced by about $5,700,000 due to the impact of the strengthening of the U. S.
Dollar against the functional currencies of our subsidiaries. What is referred to as translational related exposure or constant currency and it impacts reported results from Canada, Australia, China and the EMEA segment. This reduction in sales was partially offset by $2,900,000 in transaction related impacts in EMEA due to the strengthening of the euro and the U. S. Dollar against the pound sterling.
Now we can take a closer look at what happened into the individual segments during the Q4. We'll start with the Americas. Consolidated net sales in the Americas, which included the United States, Latin America and Canada increased by 7% to 51,600,000 dollars Sales of maintenance products increased by 11% in the Americas, primarily due to strong sales in the U. S. And Canada.
In the U. S, maintenance product sales increased by about 13% due to higher levels of promotional activities for maintenance products and the added distribution of the WD-forty EZ Reach Flexible Straw. In Canada, maintenance product sales were up 7% during the quarter driven by a high level of promotional activities for the multi WD-forty multi use product. Maintenance product sales in Latin America were flat in the Q4 when compared to last year. Our maintenance products do exclude our home care and cleaning products.
We continue to consider our home care and cleaning products, particularly those in the U. S. As harvest brands that continue to generate meaningful contributions and cash flows, but are generally expected to become a smaller part of the business over time. Sales of our home care and cleaning products in the Americas during the Q4 decreased 10% from last year. Now over to EMEA.
Consolidated net sales in EMEA, which include Europe, the Middle East, Africa and India increased to $34,600,000 in the 4th quarter, up about 4% from last year. If we take both translation and transaction currency impacts into consideration, sales in EMEA would have been 36 $800,000 an increase of 11% when compared to the prior year. As you know, we sell into EMEA through a combination of both direct operations as well as through marketing distributors. Net sales in our EMEA direct markets, which account for 66% of the region sales declined 4% during the quarter to US22.7 million dollars It's also helpful to look at our results in local currencies in which we conduct sales transactions in direct markets. In the United Kingdom, our pound sterling based direct market sales decreased only 1% in the 4th quarter.
In euro based market sales in euros increased 1% in the 4th quarter. Now turn to our EMEA distributor markets, which accounted for 34% of EMEA sales during the quarter. Distributor market sales increased 23% in the 4th quarter to $11,900,000 primarily due to improved market conditions in Eastern Europe, particularly Russia. Although market conditions have begun to stabilize in Russia, we'd like to remind investors that the political and economic instability in the region makes it difficult for us to predict what level of sales we'll have in the future. Now on to Asia Pacific.
Consolidated net sales in Asia Pacific, which includes Australia, China and other countries in the Asian region increased to $11,000,000 in the 4th quarter, up 4% from last year. Changes in foreign currency exchange rates had an unfavorable impact on sales. On a constant currency basis, sales in Asia Pacific would have been $11,500,000 an increase of about 8% compared to last year. In Australia, net sales in U. S.
Dollars were $4,600,000 in the 4th quarter, up 9% compared to last year. In its functional currency, the Australian dollar, sales increased 13% in the quarter. The growth was primarily due to a high level of promotional programs in the region and continued growth of our base business. In China, net sales in U. S.
Dollars were $4,100,000 in the 4th quarter, up 12% compared to last year. In its functional currency, the Chinese RMB, sales were up 22% in the quarter. The growth was primarily driven by an increase in promotional activities. We're also excited to be celebrating our 10th anniversary of having opened a direct distribution operation into China. Over the last 10 years, we've sold over $100,000,000 worth of maintenance products into China and we continue to believe there's a significant opportunity in the country for many years to come.
We remain optimistic about our long term opportunities in that region. Although we expect a lot of volatility along the way due to the timing of promotional programs, the building of distribution, shifting economic patterns and the varying of industrial activities. In Asian distributor markets, net sales were $2,200,000 for the quarter, down 18% compared to last year. This decline was primarily due to timing of customer orders and promotional activities. Our Asian distributor markets are not impacted by currency translation since we sell our product in U.
S. Dollars in these markets. I'll take a break now and I'll hand over to Jay and I'll ask him to review the financials in a little more depth. Thanks, Jay. Thank you, Gary.
Good afternoon. Let's start with a discussion about how we performed against our most recently issued 2016 guidance. We expected our fiscal 2016 net sales to be slightly above 2015 or between $378,000,000 $383,000,000 Today, we reported fiscal year revenue of $380,700,000 reflecting an increase in sales of about 1% from fiscal year 2015. We expected our gross margin to be above 55%, while today we reported gross margin of 56.3%. We expected our global advertising and promotional investment to be near 6% of net sales and today we reported our A and P of 5.9 percent of net sales.
We had expected net income to be between $49,000,000 $50,000,000 resulting in diluted earnings per share of between $3.40 and $3.47 assuming 14,400,000 weighted average shares outstanding. Today, we reported net income of $52,600,000 and a diluted EPS of $3.64 based on 14.4 1,000,000 weighted average shares outstanding. Overall, we delivered our full fiscal year results in line with our most recent guidance with the exception of one non operating item that favorably impacted other income by $2,400,000 and thus increased EPS by approximately $0.12 While foreign currency has negatively impacted our sales resort results, we reported this $2,400,000 of other income from foreign currency gains as a result of the remeasurement of the balance sheets of our subsidiaries. Now let's review the fifty Fivethirtytwenty five business model. The long term targets we use to guide our business.
As you may recall, the 55 represents gross margin, which we target to be at 55% of net sales. The 30% represents our cost of doing business, which is our total operating expenses excluding depreciation and amortization. Our target is to be at 30% of net sales. And then finally, the 25% represents our resulting EBITDA. First, the $55,000,000 are gross margin.
In the 4th quarter, our gross margin was 57.4% compared to 54.3% last year. Gross margin was positively impacted by 160 basis points from our major input cost changes, 120 basis points from changes in foreign currency exchange rates in EMEA and 30 basis points from various other items. Let's begin with the major input costs, which include our petroleum based specialty chemicals and aerosol cans. Crude oil is one of the primary feedstocks of our petroleum based specialty chemicals. And as we've shared with you in the past, it often takes considerable time, approximately 90 to 120 days for the changes in commodity prices to impact our cost of goods sold.
The average cost of crude oil, which flowed through our cost of goods sold in the Q4 of this year was much lower than in the prior year and thus benefiting our gross margin. As a reminder, our long term gross margin target of 55% is not contingent on oil staying at any particular price point. And we cannot control our global market dynamics such as the price of crude oil or fluctuating currencies, but we can continue to be focused and delivered in managing the rest of our business so that we maintain gross margin a level close to our target 55 percent over the long term. Let's briefly talk about some of the other items impacting gross margin in the 4th quarter, primarily the changes in foreign currency exchange rates, which positively impacted our gross margin by 120 basis points. This is because in EMEA, our cost of goods are sourced primarily in pound sterling and approximately 45 percent of our revenues are generated in euros, 30% in pound sterling and the remaining 25% in the U.
S. Dollar. The combined effect of the strengthening of both the euro and the U. S. Dollar against the pound sterling caused our revenues in total to be worth more this year in pound sterling thus improving our gross margin.
The net effect of sales mix and other miscellaneous costs had a favorable impact in this quarter of about 30 basis points. Now we'll look at the 30 or our cost of doing business. In the Q4, our cost of doing business was approximately 38% compared to 35% last year. Our goal is to have our cost of doing business to be near 30%. Period to period, our sales increased by 6%, while our operating expenses increased by 12%, causing a significant increase in our cost of doing business percentage.
Our SG and A expense was $32,000,000 in the 4th quarter versus $27,400,000 in the prior year. Was driven primarily by higher employee costs, which increased year over year due to higher employee earned incentive accruals. Our growth reward program is based on bottom line results. And our incentive plan applies to every member of the tribe at every level in the organization and we couldn't be more pleased to reward their individual and collective efforts. In addition, we continue to make investments for both the future and in support of our 5th strategic initiative, operational excellence.
This includes investments in new product development, R and D, quality assurance, regulatory compliance, as well as intellectual property protection to safeguard the blue and yellow can with a little red top. We aspire to move closer to our stretch target of 30 over time as revenues grow. For the Q4, 77% of the cost of doing business came from 3 areas: people costs or the investments we make in our tribe and this would include the impact of paying higher earned incentive compensation, the investments we make in marketing, advertising and promotion as a percent of net sales, our A and P investment was 5.6% in the 4th quarter. And finally, freight costs, the cost to get our products to our customers. That brings us to EBITDA, the last of our fifty-thirty-twenty five measures.
EBITDA was 22% of net sales for the 4th quarter compared to 19 percent last year. This increase was primarily driven by the improvements to gross margin that I discussed earlier as well as the other income from foreign currency gains. In the Q4 of fiscal 2016, we recorded foreign currency exchange gains of $2,000,000 whereas in the prior year, we recorded approximately $100,000 of such gains. That completes our discussion of our fifty fivethirtytwenty five model for the current quarter. Now I'll discuss a couple of other items worth noting.
The provision for income taxes was 26.3% in the 4th quarter compared to 25.7% last year. The higher tax rate was driven primarily by a shift in earnings mix in the 4th quarter. Compared to the prior year quarter, a higher level of taxable earnings was generated in countries with higher tax rates. Net income for the 4th quarter was 14 $11,700,000 in the prior year. Diluted earnings per common share were $0.99 in the 4th quarter compared to $0.80 in the same period last year.
And diluted weighted average shares decreased to 14,300,000 shares from 14,500,000 shares a year ago. Now a word about capital allocation. Capital allocation at WD-forty is a very thoughtful and deliberate process. We focus both on return of capital to our shareholders and investing for the future. We typically target maintenance CapEx of between 1% 2% of net sales.
For fiscal 2017, our capital expenditures will exceed this percentage to accommodate the purchase of our new San Diego facility that Gary discussed earlier. We understand the importance of regular dividends to our stockholders we target a dividend and payout ratio of 50% of net income and have increased dividends in each of the last 5 years. On October 11, our Board of Directors approved a regular quarterly cash dividend of $0.42 a share payable October 31 to stockholders of record at the close of business on October 21. Based on today's closing price of $106.42 the annualized dividend yield is 1.6%. Next, we look at opportunities to invest for future growth.
This can be either internal growth such as market expansion and new product introductions or by acquisition. Return on invested capital is a guiding principle for us and we evaluate opportunities based on the highest expected returns. I'm pleased to share with you that for fiscal 2016, our total return on invested capital was an exceptional 33%. After that, we look to return capital to stockholders through share repurchases. During the Q4, we acquired approximately 65,000 shares of our stock at a total cost of $7,400,000 bringing total purchases under the $75,000,000 stock purchase plan, which had been approved by our Board of Directors in October 2014 to approximately 503,000 shares at a total cost of $47,800,000 This plan expired on October 31, 2016.
In order for the company to continue our share repurchase activities, the Board of Directors approved a new share buyback plan on June 21, 2016. This new plan became effective September 1. Under the new plan, the company is authorized to acquire up to 75,000,000 of its outstanding shares through August 31, 2018. So with that, let's turn to fiscal 2017 guidance. Net sales growth is projected to be between 4% 6% with net sales expected to be between $395,000,000 $404,000,000 Gross margin for the full year is expected to be near 56%.
Advertising and promotion investment is expected to be around our 6% level and net income is projected to be between $51,300,000 50 $2,300,000 Diluted earnings per share will be expected to range between 3 point $4 $3.71 based on an estimated 14,100,000 weighted average shares outstanding. Our sales projections for 2017 reflect the recent and significant deterioration of the pound sterling. The foreign currency exchange rates for the pound sterling against the U. S. Dollar has recently declined by approximately 15% from the average rates we experienced last year.
This guidance does not include any future acquisitions or divestitures and assumes that foreign currency exchange rates and crude oil prices will remain close to the current levels for fiscal 2017. In addition, the guidance does not any assume any significant impact in other income from future balance sheet remeasurements as we experienced in 2016.
Now that completes the financial overview and I'll turn it back to Gary. Thanks, Jay. So to sum up, in summary, what did you hear from us on this call? You heard that foreign currency exchange rates continue to be a headwind and they reduced our net sales by about $12,000,000 for the fiscal year. And on the flip side, we had a non operating income windfall, which resulted in foreign currency gains of about $0.12 per share.
You heard that for the full fiscal year, we achieved EPS of 3.64 dollars which would have been $3.52 excluding the $0.12 windfall, which is still a record and 0 point top end guidance of our most recent guidance. You heard that global sales of the blue and yellow can with a little red top grew 7% this quarter. You heard that global sales of WD-forty Specialist were $21,500,000 in fiscal 2016, representing a 14% increase over last year. You heard that the Americas segment is performing well with an 8% growth in sales this quarter. You heard that we'll be transitioning Mike Freeman into a new role of Chief Strategy Officer and promoting Steve Brass into the role of Division President of the Americas and you heard that we met or exceeded all of our most current fiscal year 2016 guidance.
In closing, I'd like to share a quote with you from someone I consider a kindred spirit, optimist and best selling author, Simon Sinek. Imagine a world where nearly everyone wakes up each day inspired to go to work, feels safe while they're there and returns home at the end of the day for filled by the work they do, feeling they've made a contribution to something greater than themselves. This is the world we envision. Thank you for joining us on the call today. I'll turn back to the operator, be happy to take any questions.
Your first question comes from the line of Daniel Rizzo from Jefferies. Please proceed with your question.
Good afternoon, guys. Hi, Daniel. How are you? Can you tell me what the operating income is for the different regions? Do you break that out at all before the 10 ks is distributed?
We have not.
Okay. And then you indicated that the easy use spray was kind of a strong driver in the Americas or particularly in North America. I was just wondering if you're breaking out at this point what percentage of sales that is or what that's really contributing to the overall growth?
No, we haven't broken it out as an individual product line, but we're very happy with its original launch. And as we shared, we'll be taking it out to more global geographies over the next year. In particular, we'll start in Australia, we're already in Canada and moving into Latin America and hopefully EMEA later on in the end of next year. Okay.
And then I'm sorry for repeating this, but so you indicated that there was an operating income windfall of about $0.12 per share in the quarter. Could you just go over what you said? I missed it, what you were saying that came from exactly. I know it has something to do with FX, but what exactly was it?
Yes, I'll let Yes, I'll let you do that.
Yes, it came from the revaluation, the remeasurement of our balance sheets, our foreign subsidiary balance sheets that are their functional currencies are other than the U. S. Dollar and as we remeasure them for reporting them in consolidation, they generated losses
or excuse me, gains. And it was particularly caused by the Brexit exit and the massive reduction in the value of the S. Dollar.
Okay.
So it was a quarter event because of Brexit.
Okay. All right. Thank you for clarification.
Sure.
Our next question comes from the line of Liam Burke from Wunderlich. Please proceed with your question.
Thank you. Good afternoon, Gary. Good afternoon, Jay.
Hey, Liam. Hey, Liam.
Gary, you've guided to 56% gross where do you see the pickup in terms of margin? Where do you see the pickup in terms of margin of gross margin?
Our plan for next year assumes oil will be in the $45 to $60 range. If it stays there, you might remember, Liam, a part of our gross margin enhancement strategy apart from some of the gifts you got from oil was developing products particularly in specialist line and particularly also in areas of premiumization like EZ Reach and etcetera that would be margin positive. So as the mix changes around that, you'll see some of that embed into place. We'd also see that Europe, we have as Europe continues to stabilize, margins there are going to hold up.
We feel reasonably comfortable that this margin number is pretty good, Jay? Yes, that's right, Gary. In addition, there's also an impact from currency. The current weakened sterling against the pound and the dollar generates a higher gross margin in Europe in our current period. And as we project forward, if that stays at these same rates, we would see that benefit accruing as well.
You noted that we got 120 basis points benefit in the quarter because of that.
Right. Gary, you talked a lot about currency translations. You didn't talk about other headwinds in the business that would blunt revenue growth. Can you talk about anything that you're worried about in terms of slowing your plan and growing the revenue?
Liam, we're very comfortable with the 2 major strategic drivers we have. Year over year, if you broke out the impact of currency, we grew our maintenance products revenue globally by about 5%. So our core business is in, we believe, some in very good condition. So as long as we stay focused on strategic driver number 1 and number 2, which is grow the blue and yellow can, more people, more places, more uses more often. And then deliberately working on leveraging the shield through specialists.
We'll be happy with that. We've also done some great work on 3 in-one. You may have heard that we're releasing a new range of recreational vehicle maintenance products under the 3 in-one brand that we already have gained distribution on those in some major distribution channels. So the business is in good shape. What could blow us off course?
We still don't know what the recovery is going to be like in Eastern Europe. That's we had a bit of a comeback in Russia. It seems to settle down, but who knows. But we wake up every day knowing we live in this volatile, uncertain, complex world full of ambiguity. But I think we've proven over the past years that in calm seas, we sail okay and in rough seas, we kind of do okay as well.
So is a lot of confidence around our business right now. The tribe are in great shape and employee engagement is extremely high. They're passionate and purpose driven. So this is a great time to be a WD-forty company.
Great. Thanks, Gary. Thanks, Jeff.
Ladies and gentlemen, that does conclude our allotted time for questions. We thank you for your participation on today's conference call and ask that you please disconnect your line.