CSW 인더스트리얼스 2027 회계연도 2분기 실적 발표 콘퍼런스 콜: 매출 31% 증가, EBITDA 사상 최고치 기록

핵심 요약

• 2027 회계연도 2분기 매출은 연결 기준 자체 성장률(organic growth) 10.2%를 포함해 전년 동기 대비 31% 증가한 3억 6,100만 달러로 분기 최고치를 기록했다.
• 조정 EBITDA는 전년 동기 대비 33% 증가한 9,700만 달러로 사상 최고치를 경신했으며, 조정 EBITDA 마진은 50bp 확대된 26.8%를 기록했다.
• 조정 EPS는 3.66달러로 24% 증가했다. 인수합병(M&A) 및 자사주 매입에 따라 순이자 비용이 1,110만 달러 증가하면서 조정 EPS 성장률은 조정 EBITDA 성장률에 미치지 못했다.
• 계약자 솔루션(Contractor Solutions) 부문은 13%의 자체 성장률을 기록했고, 전문 신뢰성 솔루션(Specialized Reliability Solutions) 부문은 약 13%의 자체 성장률을 달성하는 동시에 조정 EBITDA 마진을 490bp 확대해 21.5%로 끌어올렸다.
• 영업활동 현금흐름은 역대 최고인 9,500만 달러를 기록해 CSW 인더스트리스(CSW Industrials)가 9,100만 달러의 부채를 상환할 수 있게 되었다. 순부채 대비 EBITDA 비율은 전분기 2.37배에서 2.1배로 하락했다.
• 경영진은 수익성 높은 인수합병을 지속 추진하는 동시에 견조한 잉여현금흐름과 함께 2027 회계연도 조정 EBITDA 및 EPS의 상당한 성장을 전망하고 있다.

핵심 재무 데이터

조정 EPS에서 제외된 항목에는 세후 인수 무형자산 상각비 1,150만 달러(주당 0.70달러)와 인수 관련 통합 비용 90만 달러(주당 0.05달러)가 포함된다.

사업 및 영업 실적

계약자 솔루션(Contractor Solutions)

매출은 37% 이상 증가한 2억 8,600만 달러로 연결 매출의 78%를 차지했다. 인수합병이 5,100만 달러를 기여했고, 가격과 판매량 상승에 힘입어 자체 매출은 2,680만 달러(13%) 증가했다. 경영진은 판매량이 가격보다 약간 더 크게 기여했다고 밝혔다.

조정 EBITDA는 31.5% 증가한 8,900만 달러를 기록했다. 운송비 및 원자재 가격 상승이 가격 인상 효과의 일부를 상쇄하면서 부문 마진은 32%에서 31%로 하락했다.

부문 매출의 약 75%는 교체 및 수리 수요와 연계되어 있으며, 약 25%는 신규 주택 시장에 노출되어 있다. 경영진은 이러한 매출 구조가 경기 변동에도 회복 탄력성을 지원한다고 설명했다.

CSW 인더스트리스는 올해 하반기에 적용될 5% 안팎의 가격 인상을 발표했다. 회사는 이를 통해 운송비, 원자재 및 관세 관련 비용 상승에 대응할 수 있을 것으로 기대하지만, 인플레이션과 가격 반영 간의 시차로 인해 단기적인 마진 압박이 발생할 수 있다고 주의를 당부했다.

MARS 인수 시너지 효과는 당초 목표였던 1,000만 달러를 넘어 1,500만 달러에 도달하고 있다. CSW가 인수한 지 1주년을 맞아 식별된 모든 조치가 이행되었으며 대부분의 비용 절감 효과가 실현되었다.

전문 신뢰성 솔루션(Specialized Reliability Solutions)

매출은 28% 증가한 5,000만 달러를 기록했다. 인수합병이 580만 달러를 기여했으며, 판매량, 가격 정책, 제품 공급성, 고객 서비스에 힘입어 자체 성장률은 490만 달러(약 13%)를 기록했다.

조정 EBITDA는 66% 증가한 1,100만 달러를 기록했다. 마진은 490bp 확대된 21.5%로 부문의 장기 목표치인 20%를 상회했다. 구조조정을 통한 비용 절감, 가격 인상, 우호적인 제품 구성 및 고마진 인수합병이 이번 개선에 기여했다.

경영진은 2026 회계연도에 진행된 두 건의 인수합병건이 실질적으로 통합 완료되었으며, 장기적으로 마진이 20% 이상을 유지할 여지가 있다고 전했다. 2027 회계연도 동안 석유 기반 원자재 비용 상승에 대응하기 위해 네 차례의 가격 인상이 발표되었다.

엔지니어링 건축 솔루션(Engineered Building Solutions)

글레코(Greco) 사업 부문을 제외한 매출은 2.4% 증가한 2,270만 달러를 기록했다. 조정 EBITDA는 440만 달러였으며, 마진은 전년 동기 22%에서 19%로 낮아졌다.

잔존 사업 부문은 지난 4분기 누적 수주출하비율(book-to-bill ratio) 1.05:1 및 건전한 수주잔고로 이번 분기를 마감했다. 경영진은 프로젝트 가격 개선과 상업용 건설 시장의 궁극적인 회복에 힘입어 중장기적으로 20% 이상의 마진 목표를 유지하고 있다.

CSW 인더스트리스는 계획대로 글레코 미국(Greco U.S.) 매각과 글레코 캐나다(Greco Canada)의 전략적 철수를 진행 중이다.

경영진 실적 가이드언스

경영진은 긍정적인 2027 회계연도 전망을 유지했다. 글레코 사업 부문을 제외하고, 회사는 모든 사업 부문에서 전년 동기 대비 자체 매출 및 EBITDA 성장을 달성할 것으로 전망한다.

연결 기준으로는 2026 회계연도 대비 대폭 증가하는 견조한 잉여현금흐름과 함께 조정 EBITDA 및 EPS의 상당한 성장을 기대하고 있다. 회사는 자체 매출 성장률이 대상 최종 시장의 성장률을 상회할 것으로 예상한다.

추가적인 M&A나 대규모 자사주 매입이 없다고 가정할 때, 2027 회계연도 이자 비용은 약 4,900만 달러가 될 것으로 예상된다. 무형자산 상각비는 약 6,100만 달러로 예상된다.

경영진은 2027 회계연도 GAAP 세율을 약 22%~23%, 조정 세율을 약 25%~26%로 예상하고 있으며, 특정 항목에 따라 분기별로 차이가 있을 수 있다고 밝혔다.

리스크 및 주시 사항

• 운송비, 원자재 및 석유 기반 투입 비용이 상승하고 있으며 지속되는 관세 부담도 비용 측면의 악재로 작용하고 있다.
• 가격 인상 조치는 금액 측면에서 인상된 비용을 상쇄하는 편이지만, 적용 시차로 인해 단기적으로 마진율에 압박을 줄 수 있다.
• 인수합병 및 자사주 매입에 따른 부채 증가로 이자 비용이 크게 늘었으나, 부채 상환을 통해 적용 차입 가산금리가 25bp 낮아졌다.
• 3개 사업 부문 모두 겨울철 계절성 영향을 받으며, 경영진은 이것이 다음 분기 매출과 이익을 소폭 감소시킬 수 있다고 밝혔다.
• 엔지니어링 건축 솔루션 부문은 상업용 건설 시장 침체 위험에 계속 노출되어 있으며, 글레코 철수 시기도 여전히 불확실하다.
• GAAP EPS에는 이자 비용 증가 및 인수 무형자산 상각비 증가에 따른 연간 영향이 반영될 예정이다.

애널리스트 Q&A 주요 내용

• 자체 성장 구성: 경영진은 계약자 솔루션 및 전문 신뢰성 솔루션 부문에서 약 13%의 자체 성장을 끌어올린 요인으로 판매량과 가격 모두를 꼽았으며, 판매량의 기여도가 약간 더 컸다고 밝혔습니다.
• 가격 결정력: CSW는 가격 인상에 대한 고객 수용도에 유의미한 변화가 없다고 밝혔습니다. 경영진은 자사 제품이 전체 시스템 비용에서 차지하는 비중이 상대적으로 적으면서도 고부가가치 부품이라는 점을 부분적 이유로 들었습니다.
• 수리 수요: 고객들은 경제적으로 타당한 경우 수리를 계속 선호하고 있습니다. 경영진은 계약자 솔루션 부문 매출의 75%가 교체 및 수리에 노출되어 있다는 점을 포트폴리오 회복 탄력성의 원천으로 보고 있습니다.
• 교차 판매: MARS 및 아스펜 인수를 통해 기존 고객에게 새롭게 추가된 제품을 판매할 수 있는 기회가 늘어났습니다. 경영진은 이미 여러 신규 고객을 확보했으며 하반기에는 추가 수주가 수반될 것으로 예상한다고 밝혔습니다.
• M&A 파이프라인: 경영진은 인수 파이프라인이 견조하며 관련 활동이 소폭 증가했다고 설명했습니다. 회사는 시장 침체로 밸류에이션이 개선될 경우 상대적으로 우수한 재무적 체력이 거래 추진에 도움이 될 수 있다고 보고 있습니다.
• SRS 마진: 경영진은 21.5%의 마진 달성 배경에 일회성 호재는 없었다고 설명하며, 통합 시너지, 가격 인상 및 영업 실행력을 통해 향후 장기적으로 추가적인 개선 여지가 있다고 믿고 있습니다.

실적 발표 컨퍼런스 콜 전문

전체 실적 발표 컨퍼런스 콜 녹취록

경영진 발표

Operator

Greetings. Welcome to the CSW Industrials Fiscal 2027 Second Quarter Earnings Call. [Operator Instructions] Please note, this conference is being recorded.

I will now turn the conference over to Alexa Huerta. Thank you. Alexa, you may begin.

Alexa Huerta

Thank you, Jasmina. Good morning, everyone, and thank you for joining CSW Industrials Fiscal 2027 Second Quarter Earnings Call. Joining me today on the call is Joseph Armes, our Chairman, Chief Executive Officer and President of CSW Industrials; and James Perry, our Executive Vice President and Chief Financial Officer.

Earlier today, we issued our earnings release, updated Investor Relations presentation and quarterly report on Form 10-Q. Each is available on the Investors section of our website at www.ir.csw.com. Today's call is also being webcast, and replay information is included in the earnings release.

Before we begin, I would like to remind everyone that today's discussion will include forward-looking statements. These statements reflect our current expectations and assumptions and are subject to various risks and uncertainties that could cause actual results to differ materially.

Additional information about these risks is included in our earnings release, our comments on today's call, our annual report on Form 10-K and our other filings with the SEC. Except as required by law, we do not undertake any obligation to update any forward-looking statements.

I will now turn the call over to Joe.

Joseph Armes

Thank you, Alexa, and good morning, everyone. Today, we reported all-time record results in several metrics, including revenue, adjusted EBITDA, adjusted EPS and cash flow for the first half of fiscal 2027, underscoring the wisdom of our strategy, the excellence of our execution and the resilience of our business. Recent acquisitions have strategically expanded our product portfolio and enhanced our growth trajectory.

Consistent with our enduring capital allocation strategy, we prioritized debt reduction during the quarter, paying down $91 million in outstanding debt and further deleveraging the company. CSW also returned a total of $10.7 million in cash to shareholders, including $5.8 million in open market share repurchases and $4.9 million in dividends.

Our net debt-to-EBITDA ratio declined from 2.37x at the end of fiscal first quarter of 2027 to 2.1x at the end of the fiscal second quarter, driven by lower net debt and EBITDA growth. Our strong balance sheet continues to -- our strong balance sheet and record cash flow continues to give us the flexibility to pursue investment opportunities as they arise.

End market activity followed a more typical seasonal pattern during the quarter despite continued macroeconomic uncertainty. All 3 of our business segments delivered impressive top line results when excluding the Greco business from EBS, and we achieved consolidated EBITDA margin expansion.

Our Contractor Solutions segment delivered strong organic revenue growth of 13%, accompanied by 31.5% adjusted EBITDA growth. The addition of MARS and Aspen has broadened our product portfolio, expanded the repair solutions we offer and increased our scale.

Together, these capabilities position us to continue to serve customers more effectively and capture additional share of wallet growth through cross-selling. We continue to expect this segment to outgrow within markets served and deliver healthy mid- to high single-digit organic growth through the cycle.

Our Specialized Reliability Solutions segment delivered record results across the board, including EBITDA margin above our 20% target for this segment. The integration of the 2 recent acquisitions continue to drive accretion. Adjusted EBITDA margin expanded 490 basis points, and we expect margin performance to remain strong for the full fiscal year. Strong organic revenue growth of 12.7% was a result of pricing discipline, volume growth and strategic product placement and availability.

We continue to advance the planned exit of the Greco businesses within our Engineered Building Solutions segment. Excluding the Greco businesses, the segment delivered organic revenue growth, a solid EBITDA margin, and exited the quarter with a healthy order backlog and increasing book-to-bill ratio. We remain confident in this segment's outlook, differentiated product offering and margin trajectory.

At this time, I will turn the call over to James for a detailed review of our financial performance. And following his update, I will return with some closing comments.

James Perry

Thank you, Joe, and good morning, everyone. As Joe noted, CSW delivered another outstanding quarter, highlighted by record results and continued progress integrating our recent acquisitions. I will review our consolidated performance, segment results, cash flows and balance sheet.

For the second quarter of fiscal 2027, consolidated revenue increased $84 million or 31% year-over-year to a record $361 million. Growth was driven by strong organic performance and contribution from recent acquisitions. Consolidated organic revenue growth was 10.2%, reflecting impressive double-digit growth in the Contractor Solutions and Specialized Reliability Solutions segments as well as growth in the Engineered Building Solutions businesses that we will retain following the planned exit of the Greco businesses.

Adjusted gross margin was 42.1% compared with 43% in the prior year period, a decline of 90 basis points, primarily attributable to increased ocean and domestic freight expense as well as rising raw materials costs. Although we were impacted by this inflation as well as ongoing tariffs, planned pricing actions across our businesses offset most of the dollar increases.

Consolidated adjusted EBITDA for the fiscal second quarter rose to a record $97 million, an increase of $24 million or 33% from the prior year period. reflecting stronger market demand and the earnings power of our expanded product platform. Adjusted EBITDA margin expanded 50 basis points to 26.8%, supported by the contribution from recent acquisitions, strategic pricing actions, synergy and restructuring realization and disciplined cost controls as we grow. These results highlight the scalability of our business model and the margin opportunity embedded in our product portfolio.

Adjusted EPS for the fiscal second quarter was $3.66, an increase of 24% from the prior year period. As previously communicated, EPS growth trailed EBITDA growth primarily due to net interest expense, which increased by $11.1 million, reflecting the higher debt balance associated with significant acquisition activity and share repurchases over the past year.

Turning to items excluded from adjusted EPS. The fiscal second quarter included, on an after-tax basis, $11.5 million or $0.70 per share of acquired intangible amortization and $0.9 million or $0.05 per share of acquisition-related integration costs.

In Contractor Solutions, fiscal second quarter revenue was $286 million, accounting for 78% of our consolidated revenue and representing growth of more than 37% from the prior year quarter. Acquisitions contributed $51 million or 24% of growth, while our organic growth contributed $26.8 million or an impressive 13%.

Contractor Solutions delivered its third consecutive quarter of organic growth, supported by both pricing and volume. Of note, we now estimate that approximately 75% of this segment's revenues are tied to replacement and repair demand. Our revenues tied to new housing comprises only about 25%, positioning us very well in various economic cycles.

Contractor Solutions generated adjusted EBITDA of $89 million, representing a margin of 31% compared with $68 million and a margin of 32% in the prior year period. The year-over-year margin decline primarily reflected higher freight and raw materials costs, partially offset by pricing actions.

Of note, looking ahead, we announced a mid-single-digit price increase in this segment just this week to offset the rising costs. It will go into effect later this calendar year. As costs have risen quickly in recent months, there's a bit of a timing mismatch before pricing takes effect to offset cost.

I would like to provide one final update on the MARS synergies. We are approaching a total of $15 million in synergies related to the acquired MARS business, surpassing our originally stated target of $10 million. All of the synergies have been actioned and most have been realized as our first year of ownership comes to a close.

Specialized Reliability Solutions revenue increased 28% to $50 million. Acquisitions contributed $5.8 million or 15%, while organic growth contributed $4.9 million or 13%, driven by volume growth, pricing actions and our continued focus on product availability and customer service.

Adjusted segment EBITDA in the second quarter was $11 million, an increase of 66% and adjusted EBITDA margin expanded 490 basis points to 21.5%. The improvement reflects restructuring savings from actions taken earlier this calendar year, multiple strategic pricing actions, favorable product mix and contribution from the higher-margin acquisitions. Integration of the 2 businesses acquired in the fiscal third quarter of 2026 is now substantially complete.

In response to rising costs for certain petroleum-based inputs in the Specialized Reliability Solutions segment, we have announced 4 separate price increases during fiscal 2027, including the most recent increase earlier this month. We continue to monitor input costs closely, and we'll take additional pricing as appropriate. Demand has remained resilient to date in this segment. And in fact, we recorded our highest ever incoming order day in early October.

Within Engineered Building Solutions, we previously announced our plan to sell the Greco U.S. business and strategically exit the Greco Canada business. The Greco U.S. business was classified as held for sale as of March 31, 2026. We will continue to update our progress on this as warranted on future earnings calls.

Excluding the Greco businesses, Engineered Building Solutions segment revenue was $22.7 million, an increase of 2.4% from the prior year period. Adjusted EBITDA was $4.4 million with an adjusted EBITDA margin of 19% compared with 22% in the prior year. The remaining EBS businesses continue to perform well, supported by a trailing 4-quarter book-to-bill ratio of 1.05:1 and a healthy backlog despite a shorter historical book-to-bill cycle, reducing the amount of revenue captured in the reported backlog. We have raised our prices as materials and freight costs have risen and expect to have another round of price increases in the near future across all of our product lines.

Turning to consolidated cash flow. Operating cash inflow reached a record $95 million in the fiscal second quarter compared with $62 million in the prior year quarter. This 54% year-over-year increase primarily reflected contributions from increased organic sales and acquisitions completed during fiscal 2026, partially offset by higher interest expense associated with increased borrowings.

Free cash flow, defined as cash flow from operations less capital expenditures, was an inflow of $92 million in the fiscal second quarter compared with an inflow of $59 million in the prior year period. As Joe mentioned, this allowed us to repay a significant amount of debt during the quarter, which led to a lower pricing tier for our revolver and term loan, essentially offsetting the most recent increase in rates by the Federal Reserve.

Our effective tax rate for the fiscal second quarter was 24.1% on a GAAP basis. We expect amortization of intangible assets to be approximately $61 million for fiscal 2027. At quarter end, we had $767 million of debt outstanding under our revolving credit facility and Term Loan A.

Reflecting the higher debt balance as compared to last year, fiscal second quarter interest expense was $12.5 million compared with $1.3 million in the prior year quarter. We currently expect fiscal 2027 interest expense of approximately $49 million, assuming no additional M&A or outsized share repurchase activity.

At quarter end, our net debt for covenant purposes was $734 million, resulting in a net debt-to-EBITDA leverage ratio of 2.1x. Accordingly, the interest rate on both debt instruments will now be SOFR plus 175 basis points, a 25 basis point reduction. As a reminder, in the third quarter of fiscal 2026, we entered into an interest rate swap that fixed SOFR at 3.42% for 3 years on $300 million of our Term Loan A balance. That fixed rate remains well below the current SOFR level and continues to generate meaningful interest expense savings.

We continue to maintain a strong balance sheet with a net debt-to-EBITDA well within our target range of 1x to 3x. This provides ample liquidity to support growth initiatives and broader capital allocation priorities. During the quarter, we repurchased approximately $5.8 million of our common stock in the open market at an average price of $298 per share. These repurchases reflect our confidence in CSW's long-term value creation opportunity and our disciplined approach to capital allocation.

Our outlook for fiscal 2027 remains positive, supported by buying patterns that are closer to historical norms. Excluding the Greco businesses within Engineered Building Solutions, we expect each segment to deliver year-over-year organic revenue growth and EBITDA growth, driven by resilient demand, acquisition contributions, cost management and continued strong execution.

At the consolidated level, we expect significant growth in adjusted EBITDA and EPS in fiscal 2027. GAAP EPS will reflect the full year impact of higher interest expense and increased intangible amortization from our recent acquisitions. As a result, adjusted EBITDA remains the clearest measure of our underlying profitability growth and the expanding earnings power of the business.

We also expect to generate strong free cash flow in fiscal 2027, a significant growth from the fiscal 2026 level. Finally, we still expect our fiscal year 2027 GAAP tax rate to be approximately 22% to 23% and the adjusted tax rate to be approximately 25% to 26%. Quarterly rates will vary based on specific items.

With that, I'll now turn the call back to Joe for his closing remarks.

Joseph Armes

Thank you, James. CSW delivered an impressive fiscal second quarter 2027 with revenue growth of 31% and margin expansion, supported by volume leverage, acquisition integration and synergy realization. Recent acquisitions are filling in previous product portfolio gaps, strengthening our wallet share through new business with legacy customers through cross-selling and accelerating our growth trajectory.

All teams are executing with discipline while delivering strong above-market profitable growth. Our planned exit of the Greco businesses further demonstrates our commitment to active portfolio management and long-term shareholder value creation.

Our execution strategy for the year remains consistent. We will prioritize driving long-term shareholder value, allocating capital efficiently on a risk-adjusted returns basis, maintaining balance sheet resilience, outgrowing all of the end markets we serve, rigorous cost management and accelerating profitability.

We still expect full year organic revenue growth in excess of our end markets, along with significant growth in adjusted EBITDA, adjusted EPS and free cash flow. At the same time, we will continue to pursue accretive acquisitions that enhance our portfolio and strengthen our ability to serve our customers. CSW takes considerable pride in being a trusted partner to our customers and in making it as easy as possible to do business with us.

Our Contractor Solutions segment was just recently named Home Depot's 2025 Plumbing Partner of the Year, which is an important recognition from a valued retail and distribution customer. This award reflects the team's outstanding customer service and operational excellence, and I want to congratulate the entire Contractor Solutions team, including its leader, Jeff Underwood, on this outstanding achievement.

In closing, I want to thank our CSW Industrials team who collectively own approximately 4% of the company, including our ESOP, for their continued performance and commitment. And I also want to thank our shareholders for your continued interest in and support of CSW Industrials.

So now, Jasmina, we are now ready to open the line for questions.

Operator

[Operator Instructions] Our first question is from Jon Tanwanteng with CJS Securities.

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Unknown Analyst

It's actually [ Jeremy ] on for Jon. Can you break out the organic volume growth versus price in the Contractor Solutions business and what you're expecting there for the remainder of the year?

James Perry

Yes, [ Jeremy ], it's James. Thanks for being on for Jon this morning. Good to hear from you. I'll say this, in both Contractor Solutions and Specialized Reliability Solutions, which each had about 13% organic growth, really, really proud of Jeff and Mark and their teams in those businesses for that type of growth in this environment. Price and volume both contributed. Volume was a little more than price in each, but both were significant contributors.

In terms of going forward, other than forecasting, we expect organic growth for the rest of the year, we're not able to get that much detail looking for the remaining quarters of the fiscal year. But as Joe said, we expect organic growth above the end markets in both segments as well as EBS, and we do expect to have positive momentum.

Unknown Analyst

And then you mentioned that you may see some near-term margin percentage headwinds from inflation. Having said that, you've historically had really good pricing pass-through power. So are there any changes to your profit dollar expectations going forward versus last quarter?

James Perry

No, that's a good distinction, [ Jeremy ]. This is James again. When we push pricing through, our first priority is to cover the dollar impact from cost increases. We've done that in SRS, as we said 4 times already this fiscal year. Contractor Solutions had a price increase mid-summer and just this week announced another price increase, a little earlier than we normally do. That will go into effect, a mid-single-digit price increase, later this calendar year. Normally, that's a January, February type event.

As we look at the last couple of months and the next couple of months, when we put in place the July price increase, we tried to cover what costs had come through, but didn't necessarily and weren't able to anticipate diesel continuing to go up, some commodity prices continuing to go up and ocean freight continuing to rise. So this price increase we're putting in December covers that and what we anticipate going forward.

But you've got a little bit of a timing mismatch. We always try to stay ahead of that. Some of those costs, as you know, take a few months to come through the system in inventory, like ocean freight and the overseas commodity costs. But things like over-the-road trucking with the diesel spike we've seen in the last few months, certainly since the spring, that that's continued with record diesel prices. Those are pretty real-time commodity prices here in the U.S., but inventory turns faster.

So the team has done a great job managing that as well as they can. We're playing a bit of catch-up on this new price increase. So you're going to have a little timing mismatch and a little margin headwind. The goal is always, as I said, and you emphasized, to cover margin dollars across the board and then continue to work back towards the same margin percentages as we go through the next fiscal year.

Unknown Analyst

Super helpful. That makes sense. And if I could just squeeze one more in. What are you guys seeing in terms of the M&A pipeline? Are you seeing opportunities increase or decrease in the current environment, especially against the backdrop of rising rates?

Joseph Armes

You bet, [ Jeremy ]. This is Joe. Yes, we've been very, very pleased with the pipeline. A number of opportunities that we have seen and continue to see, analyze and diligence, so we have not seen any decrease at all. In fact, I'm pleased with a little bit of an uptick in activity there, and I think that bodes really well for the future. And we view ourselves as financially strong on a relative basis compared to others. And so a little bit of softness in the market sometimes can be helpful to us on valuation and just our relative ability to transact. So we're pretty bullish on that and feel good about the robust pipeline that we see.

Operator

Our next question is from Tim Wojs with Baird.

Timothy Wojs

I think I know the answer to this question, but I'm going to ask it anyway. A couple of the HVAC OEMs, the equipment OEMs, just over the last couple of months, have had trouble putting pricing into the market. I think it's kind of related to the size of the tariffs, and it's mostly on the equipment side. But is that anything that kind of you've heard in terms of your pricing increases and your ability to pass through price, acknowledging that's not always easy? But has there been any change in kind of the customer acceptance of price in your eyes?

Joseph Armes

Tim, we hear about the affordability and the price increases that have been harder for the OEMs. I would just remind you and you know well, but I mean, our products are so much lower priced, low cost, high value, a very small portion of the total kind of cost of a replacement of a new system. And so we don't seem to have the same dynamics that the OEMs have on price increases. So it's not a material issue for us at this point. And so it's always easier from my office to pass along the price increase than it is from Jeff's. But no, we don't see that as a concern at this point.

Timothy Wojs

Okay. Okay. And then I mean, this is kind of in the weeds, but like the side discharge units have gotten a lot more kind of -- have become more prominent, I think, in the industry. Does that -- do you have any sort of differences in content as you think about those types of units versus kind of a standard vertical discharge unit?

James Perry

Tim, I'll let Jeff chat with you later on about specifics there. We haven't seen anything dramatically different, but I think Joe and I might get over our skis if we get too detailed on that. I know you asked that with some of the OEMs this week, and I learned a little bit from that as well. But why don't we let Jeff address that with you offline as well.

Timothy Wojs

Okay. Okay. I'll sneak another one in then. Just the acceleration in kind of double digit, the acceleration, it looks like in volume, how much of that would you guys ascribe to just the industry getting a little bit better sequentially versus your initiatives kind of incrementally gaining some steam?

James Perry

Yes, I'll say a few things, Tim. Yes, I think we saw things were healthier this year. As we pointed out in our remarks, 75% of our business is replace and repair, and I think that's remained pretty healthy. Only 25% is new housing-focused right now. And so we're able to lean into what people are buying. People are repairing their units. They're replacing when they need to, not as much on the new construction, obviously, as you well know.

So I think the market is in a healthy place. I'll remind you, last year, organic growth was negative, so it doesn't hurt that the comp gets a little bit easier. And then as Joe pointed out in his remarks, these acquisitions have given us a lot of cross-selling opportunities and how important that is, our legacy customers want to buy more product from us. So adding Aspen, adding MARS, those type things -- MARS wasn't quite organic yet, but it will be here in 4 more days. But those type products, we did a lot of product rationalization and moved some of the MARS product line over to RectorSeal, the legacy business, which is organic.

So a lot of that cross-selling is important, and that really supercharges our growth opportunity, which is why we have confidence in maintaining our return to organic growth.

Joseph Armes

Yes. I would just add, yes, I think our team is doing an outstanding job, and I would absolutely give them credit for really outperforming and that cross-selling and wallet share growth gains, really, really impressive and just a great job by the team.

Operator

Our next question is from Tomo Sano with JPMorgan.

Tomohiko Sano

Maybe just on Specialized Reliability Solutions, SRS, margins reached 21.5% this quarter, already above your long-term target of 20%. How should we think about the sustainability of that margin level? Is there further upside as you realize synergies? Or was there some unusual favorable mix this quarter?

James Perry

Yes, Tomo, this is James. Thanks for being on. As always, I appreciate your coverage. Nothing unusual this quarter. The team is doing a great job. We had some restructuring back in our fiscal fourth quarter, calendar first quarter, that's fully embedded now. Both acquisitions are just about fully integrated. We've got everything in our facility out here east of Dallas on the Rockwall plant that you've seen before, Tomo. And we're picking up those synergies, picking up the benefit of the integrations.

Team is doing a great job. They've got good demand in their business. We talked about earlier this month that we had our biggest ever order quarter, but orders remain solid. Pricing has come through now with those price increases we had. We'll remind you there's some seasonality. This next quarter tends to soften just a little on the top line and bottom line, not too dramatic, but softens just a little bit in both SRS, really across the board. All 3 segments have a little bit of a winter seasonality.

But overall, we're very confident in the long-term 20-plus percent margins. Now you're at 21.5% this quarter. And we would tell you that, overall, yes, there's upside here. Mark and his team are doing a great job running that business. The customers really rely on them around the globe for product, which is, with the supply chain issues, a key factor right now, and our ability to push through price, push through freight costs as we need to, those type things. So yes, we would tell you that there's room to continue to grow that margin line.

Tomohiko Sano

And on EBS, excluding Greco, the backlog sounds healthy, and you've talked about the improving backlog quality, but margins were still 19.3% this quarter. What needs to happen to get margins back into the low 20s? And when should we start to see the benefit from higher-margin products in the backlog?

James Perry

Sure, Tomo, James again. Great question. Yes, the team is doing a great job. The commercial construction market, you look at ABI and any kind of metric, and it remains pretty soft. So the team is doing a great job keeping that book-to-bill above 1 at 1.05 on a trailing 4-quarter basis. The backlog is doing well. Scott and his team are really putting forth good efforts getting things in.

You're still working through some projects that weren't priced quite as strongly necessarily and with some rising commodity prices that hit you a little bit. We've said the long-term goal there is for 20%. Last year, you were a little above 20% this quarter. Last quarter, you were a little above. That's a relatively small business, and you've got a few projects that can make a big difference in the margin. You put out a couple of million dollar project in the quarter or a $1 million project in the quarter with really good margins or a little weaker margins, that can move the needle quite a bit.

So you're hovering around that 20% consistently now, which was our goal. And we would tell you we still have all the confidence that, medium and long term, you're going to be above 20% and growing from there as the business continues to pick up good projects. And as the commercial construction market does come back at some point, you'll really have a nice tailwind.

Tomohiko Sano

Great. Congrats on the quarter.

James Perry

Thank you, Tomo.

Operator

Our next question is from Susan Maklari with Goldman Sachs.

Charles Perron-Piché

This is Charles Perron in for Susan. I guess my first question, I just want to talk a little bit more about what you're seeing in terms of Contractor Solutions. Are you seeing maybe a little bit more shift to repair versus replacement, given the macro environment that we're in today? And what does that mean for your business if you're seeing some of that?

Joseph Armes

Well, yes, I mean, I think we've been seeing that for some time now. Several quarters, we have commented that our acquisitions, which increased our exposure to the repair market were really well timed. And the increased focus on repair, folks wanting to repair versus replace because of the cost increase, as we mentioned, it was discussed earlier, of the OEM equipment. We're really well positioned in that regard, as James quoted, at 75% repair and replace versus new residential construction.

So we like the portfolio where it is right now. It provides resilience through the cycles, and there will be another cycle. And so we do want some exposure to the replacement and to the new resi construction. And so -- but I think what you're seeing here is really, really resilience in a portfolio that's well balanced and allows us to thrive through kind of any cycle.

James Perry

And Charles, I'll remind you, Jeff said this before and reminds us, if you can repair, you're going to repair. If you can get away with a $100 repair or $1,000 repair, you're going to do that over replace. So yes, that shift is real, but you're almost always going to pick that option in that scenario. But that's why, as Joe said, we lump together repair and replace at 75% because that can move back and forth.

Charles Perron-Piché

Got it. That's very good color. I guess my follow-up is, in your prepared remarks, you talked about your continued effort to drive productivity across the business to further expand your margins over time. Can you provide a little bit more details about some of the initiatives that are going on right now? And how do you think about the potential upside that it could provide to margin?

James Perry

One thing I would say, and Joe says this a lot, and we really subscribe to this with last year's $1 billion of acquisitions, just because we grow at the top line doesn't mean we need to add overhead or anything like that within the facility or the corporate or kind of business segment type level. So I think we're doing a great job with cost discipline. The team is always looking to get more efficient.

The team in Vietnam does a tremendous job with their efficiency goals every year. We get readouts all the time on their initiatives there, how they're getting more efficient in that facility, working with the labor pool that they have, getting more through that plant. The dozens of containers a week we bring over here is a testament to that and what a good job they're doing in that facility. We have freed up a lot of capacity since we bought that company almost 6 years ago now.

But I'd say, across the board, every business right now, all 3 of our business leaders are challenging themselves and their team to find ways to get more productive. As I said, when you grow organically or through acquisition, not necessarily adding the overhead that you might need there, doing more with the same amount of folks you have. And as we grow that top line, $1.3 billion and beyond on a run rate-type basis, I think you'll see margin opportunity continue to be there for us.

Operator

Our next question is from Sam Reid with Wells Fargo.

Eric Cohen

This is Eric on for Sam. Just want to ask about -- you've got volume growth in CS and SRS. I'm just curious if you're seeing anyone take preloading ahead of the price increases that you've already taken. It sounds like there's more coming, so people are just trying to get ahead of that, and sort of what you're seeing from the channel inventory levels?

James Perry

Yes, Eric, thanks for being on. This is James. Appreciate that. Yes, I'd say this, I'll separate the 2. In SRS, you've had 4 price increases this year. You had 3 in a row, back in the spring and early summer, and then we just put one forth a couple of weeks ago. And we haven't seen that. I talked about we had our biggest order day ever earlier this month. That was a couple of weeks ahead of the price increase. But Mark and the team tell us that they don't really see that. People either need the product or they don't. And so it's not that big a thing.

Contractor Solutions, we just put -- we had our price increase back in July. We just announced this week another price increase for later this calendar year. Like I said, that's a little earlier than normal to cover the cost that we've had, that we've gotten hit with on the freight, both domestic and ocean as well as commodity costs and ongoing tariffs. But that's normal. Normally, that might have been maybe January, we're doing a little bit earlier this year, but people aren't buying product months ahead of time, that would have gone through this last quarter for that. So you occasionally, the week before, may see people take a little product, but you didn't see an impact of that in the quarter, no.

Eric Cohen

Great. That's good color. And just on -- you talked about the cross-selling opportunities and some of the acquisitions expand market wallet share opportunities. I wonder if you can just dive in a little more of what you're seeing from the increase in wallet share. And on MARS, you also raised the synergy target. I believe this is the fourth time now you've done it. Can you just talk about where you're getting the incremental upside from? And is there any further upside from here?

James Perry

Yes, I'll talk about MARS. I think we'll always say that we're looking for efficiencies and synergies. We won't report that anymore now that we're at the 1-year anniversary. We will tell you that our internal goal was always well ahead of $10 million, but we were proud to announce $15 million. And I'll say we didn't necessarily intend to talk about it this quarter, but the team kept finding synergies. So we wanted to update that for you from last quarter.

Yes. So they'll become organic here in a few days as we hit the 1-year anniversary. So what becomes the synergies just versus productivity efficiencies gets pretty blended at that point. But really proud of the work the team has done there to get those synergies, some of those ahead of schedule. We said we thought $10 million in the first year. We've already hit $15 million. I don't think we thought we'd hit $15 million in the first year. That was a little further out. So really proud of that.

In terms of cross-selling and wallet share, that's just an ongoing piece we have. We just had midyear reviews with all the teams and Jeff and the team at Contractor Solutions talked about new business opportunities we had with existing customers, wins we had in the first half, wins that are coming in the second half that have been committed. Joe talked about winning the Plumbing Partner of the Year with Home Depot. That's a part of that, too. We bought a small plumbing company a couple of years ago, and the team that came with that really knows how to sell to the retail channel, found more and more legacy products that they could sell into the retail channel, and that went into that award that we received.

And so folks like Home Depot, folks like our distribution customers want to continue to buy more of our products, we've got to figure out the best fit for them, be sure they understand where the distribution centers are and build those relationships. Those are often years long sales cycles because we're displacing somebody else. But we continue to see win after win from that team and really proud of the work they've put in.

Operator

We have reached the end of the question-and-answer session. I would like to turn the floor back over to Joe Armes for closing comments.

Joseph Armes

Yes. Thank you, Jasmina. I just want to thank everybody for joining us. Really, really proud of the outstanding quarter and the financial results that we reported today and look forward to our next time to do this next quarter. So thank you for your support.

Operator

This concludes today's teleconference. You may disconnect your lines at this time. Thank you for your participation.