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Oil Dri Corporation of America (NYSE:ODC) Q4 2018 Antithesis Appointment Alarm October 15, 2018 11:00 AM ET

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Executives

Dan Jaffee – Chairman, President and Chief Executive Officer

Reagan Culbertson – Broker Relations Manager

Dan Smith – Vice President and Chief Banking Officer

Mark Lewry – Chief Operating Officer

Mike McPherson – Chief Development Officer

Analysts

Ethan Starr – Clandestine Investor

Robert Smith – Centermost for Performance

John Bair – Ascend Wealth Advisors

John Barr – Needham & Company

Jim Schwartz – Harvey Partners

Operator

Good day, ladies and gentlemen, and acceptable to the Q4 2018 Oil Dri Corporation of America Antithesis Appointment Call. At this time all participants are in a listen-only mode. Later we will conduct a question-and-answer affair and instructions for how to participate will chase at that time. [Operator Instructions] As a reminder, this appointment alarm is actuality recorded.

I would now like to acquaint your host for today’s conference, Mr. Dan Jaffee, President and CEO. Sir, you may begin.

Dan Jaffee

All right, acknowledge you. Acceptable everybody to the fourth analysis and budgetary year 2018 Oil Dri broker teleconference. With me today accommodating will be Laura Scheland, our Accepted Counsel; Dan Smith, CFO; Mike McPherson, CDO; Mark Lewry, COO; and Reagan Culbertson, our Director of Broker Relations. And Reagan if you would airing us through the safe harbor, I would acknowledge it.

Reagan Culbertson

No problem, acceptable morning. On today’s call, comments may accommodate advanced statements apropos the company’s achievement in approaching periods. Actual after-effects in those periods may materially differ. In our columnist absolution and our SEC filings, we highlight a cardinal of important accident factors, trends and uncertainties that may affect our approaching performance. We ask that you analysis and accede those factors in evaluating the company’s comments and evaluating any advance in Oil Dri stock. Acknowledge you for aing us.

Dan Jaffee

All right, acknowledge you, Reagan, and as always, I’d like to about-face it over to Dan Smith to airing us through the analysis and year-end, and then, we’ll acutely accessible it up to Q&A.

Dan Smith

Thank you, Dan. Acceptable morning everyone. Oil Dri appear antithesis per allotment of $1.11 per adulterated allotment for budgetary 2018. This bulk is bottomward from the $1.47 appear in budgetary 2017. The abatement was apprenticed by a ancient tax bulk admission of about $0.54 per adulterated allotment in budgetary 2018. After this adjustment, Oil Dri would accept appear about 12% admission in EPS as compared to budgetary 2017.

Sales for budgetary 2018 were up about 1% from aftermost year. We appear sales of about $266 million, which was hardly beneath our almanac year of budgetary 2014. The B2B aggregation appear sales advance of about 5% as compared to budgetary 2017. The retail broad accumulation sales were bottomward about 1% compared to budgetary 2017.

Our gross allowance allotment in budgetary 2018 was 27.1% which was lower than the 28.1% we appear in budgetary 2017. We accomplished college freight, packaging and non-fuel accomplishment bulk in budgetary 2018. Bales costs were up about 12% compared to budgetary 2017. The new federal regulations and an industry advanced disciplinarian curtailment both impacted our bales bulk for the year. Kiln ammunition costs were about collapsed with budgetary 2017.

Our retail broad aggregation appear about $7 actor accumulation from the budgetary 2018. This bulk was about 3% advance from budgetary 2017. Sales for this articulation were bottomward hardly from budgetary 2017. Lower branded cat clutter sales were mostly annual by added clandestine characterization failing cat clutter sales. Increases in bulk of appurtenances awash abnormally impacted gross margins for the segment. The abatement in gross allowance was annual by over $3 actor abatement in announcement costs in budgetary 2018 adjoin budgetary 2017.

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Our B2B aggregation was up about 5% from budgetary 2017 for sales. Bigger sales of ag, aqueous ablution and beastly bloom articles added than annual the abatement in co-packaged cat clutter sales. Ag led the sales admission for the articulation with a 13% improvement, acknowledgment in ample allotment to the accession of a new chump in the acceptable ag actinic carrier market. Accumulation for B2B additionally added from budgetary 2017. Accumulation was up about 5%, added sales and bigger artefact mix helped afflicted the college bulk of appurtenances sold.

There were several cogent changes to our antithesis area during the year. Oil Dri took advantage of the old federal tax bulk and fabricated an incremental $11.5 actor tax deductible alimony addition in the third analysis of budgetary 2018. This acquittal was the primary disciplinarian of the $12.8 actor abatement in banknote and investments. The payment, alternating with added absorption rates, bargain our alimony accountability by over $13 million. We abide to advance in our anchored assets. Our basal expenditures exceeded our abrasion and acquittal by over $2 actor or about 18%.

Thanks. I’ll about-face the affair aback over to Dan Jaffee.

Dan Jaffee

Thank you, Dan, and I guess, afore we accessible it up to Q&A, I aloof appetite to booty a bang article we’ve put out in the annual release, because we don’t generally accord any affectionate of advanced advice certainly, we try and abstain anniversary and if we get into anything, it’s on an anniversary basis. But obviously, we’ve had a cogent hurdle to overcome. We went alive on our new advice system, it’s article we alarm ODIN, the Oil Dri Advice Network. And I guess, the best way to adduce this is, if you are activity from one arrangement that’s a aggregation action adeptness planning arrangement to another, it’s absolutely not as confusing on an alignment as aback you are activity from no arrangement to a system.

And yes, we’ve had a arrangement in the accomplished but it was absolutely for banking accounting and analytic performance, it wasn’t for manufacturing, for forecasting, for replenishment, all the assorted aspects of adjustment fulfillment. And so this absolutely was groundbreaking for Oil-Dri and a above change from how we went to business. So we were not alone accepting to apparatus a new system, we were accepting to apparatus processes area processes didn’t exist. I’m blessed to say I’ve been bottomward to the plants, and the aggregation is – absolutely was me. They were actual positive, they were all-embracing it. They were barcoding and wanding and accomplishing all sorts of accurate stuff, which is activity accord us real-time advice in connected appellation and accredit us to bigger serve our customers. But abbreviate term, it’s painful.

In the past, if a arrangement went bottomward or if a baton went down, that wasn’t absolutely a problem, they weren’t application the arrangement or a baton in adjustment to accomplish orders. Now they are. And so they are all-embracing the new technology, it’s who they are, it’s what they are acclimated to with their corpuscle phones and aggregate else. But it’s aloof the abandonment for what – how Oil-Dri went to business for 77 years.

And so we accept accustomed advice that we are activity to be impacting all sorts of our business in the abbreviate run aloof because it is aloof aching to get aggregate up out the door, invoiced, received, closed, the accomplished deal. We are 100% assured that the numbers will be adjourned and bankrupt by the time we accept to address our aboriginal analysis antithesis afterwards the aing of October 31, but we’re array of advancing ourselves and a lot of our investors that, that aboriginal analysis is not activity to be absolute commensurable to the aboriginal analysis of the year ago. Aboriginal analysis of the year ago, we weren’t implementing a new arrangement and accepting to go through all these gyrations. This time, we are.

And so while we’re actual assured in the abiding advance affairs of all of our businesses, I acquainted and what the accomplished aggregation did that we bare to accord you guys the aforementioned accuracy and afterimage into the concise results, so that you could adapt yourselves for the aboriginal analysis closing. I can’t absolutely monetize it yet, we’re still closing our books and accepting our accoutrements about the numbers, but I can acquaint you, we’re shipping, we’re billing, we’re invoicing. And hopefully, this will not bulk to a lot. But we all acquainted it was actual abundant to acknowledge it and accord you some array of heads-up on it, alike if it wasn’t a actual specific heads-up.

So at this point, I’d like to accessible it up to Q&A. I’ll acknowledgment questions on this. The team’s actuality or annihilation abroad but this is abbreviate term, and for those of you who accept been abiding holders of Oil-Dri apperceive we are added than accommodating to accomplish aching concise bets in adjustment to acquire the allowances over the connected haul. And that array of tortoise mentality has served us actual able-bodied for these accomplished 15 years to 20 years. So let’s accessible it up to Q&A, and as always, ask your best important catechism first, and afresh we can go to the end of the chain and let everybody ask a question.

Question-and-Answer Session

Operator

Thank you. [Operator Instructions] Our aboriginal catechism comes from clandestine broker Ethan Starr. Your band is now open.

Ethan Starr

Good morning.

Dan Jaffee

Good morning.

Ethan Starr

What are the affairs for failing clandestine characterization clutter in budgetary 2019, both in agreement of new and added barter or administration and additionally bigger acceleration off the shelf?

Dan Jaffee

Great question. And as always, I appetite to be accepted abundant to acknowledgment your question, but not so specific – or I guess, specific abundant to acknowledgment your question, but accepted abundant not to admonition the antagonism as to what plays running. So we are at the end of the budgetary year, so in the fourth quarter, we formed out a new and bigger adaptation of failing clutter with a above retailer, who has – and you can bulk it out who – yourself but they accept over 10,000 aliment in the U.S.

And aback they initially launched it at our – we were complex in it but the appraisement and the admeasurement was messed up, and we formed calm to get the appraisement and the admeasurement right. We partnered up. We helped accord to that but they re-launched it in a admeasurement that’s absolutely the aforementioned as their heavy. So they backpack a abundant 10 pounder, a $3.95 and in the aforementioned sized jug, they backpack a failing bristles pounder at $3.95, and lo and behold, the acceleration has exploded. So we are accomplishing very, actual able-bodied with that annual and it’s absolutely giving us aplomb to – that our band appraisement action is working.

And so we’ve gone to band appraisement with all of our above partners. And those of who accept implemented it accept apparent a 3x and 4x and 5x acceleration admission over what they were moving, and are starting to see the acceleration get to aural shouting ambit of the heavies, and in some cases, absolutely according the heavies, which is giving those retailers aplomb to abatement or maybe get out of their heavies altogether. Because at the end of the day, women 25 to 54 are the primary client of cat litter. And all things actuality equal, performance, price, they adopt beneath weights, not more, makes sense.

But aback things aren’t equal, i.e. the bulk is too aerial or the achievement isn’t there, they are accommodating to backpack home added weight. So what we’re accomplishing is demography all the objections out of the equation. The artefact is fantastic, performs every bit as able-bodied as the heavies. And then, get the bulk point on a par with the heavies. And now, they accept to decide, do I appetite a abundant cat clutter at $3.95 that weighs 10 pounds or a abundant cat clutter at $3.95 that weighs bristles pounds. And they are voting every day that they abundant rather backpack home beneath weight. In the beyond size, it agency alike more. So if their best is 20 to 10 or 40 to 20, they are auspice able-bodied for the lightweight. So we’re actual bullish.

We’re activity to abide to cycle out new retailers and abide to acclimatize bulk and acclimatize retails with absolute retailers. So I don’t appetite to get into too abounding specifics but I will acquaint you that we are actual bullish on the approaching affairs of failing clandestine characterization in the U.S. and Canada.

Ethan Starr

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Okay. So there’s still added new barter to – who don’t accept failing clandestine characterization at all advancing on this year?

Dan Jaffee

Correct, and we’ll accept addition above one rolling out. I anticipate we started to ample their administration approach in November. So it won’t absolutely advice the aboriginal quarter, but – and afresh it will hit their shelves in aboriginal December, and already it’s accessible and out there, I’ll be able to accord you added accommodation about that.

Ethan Starr

Okay, great. And what’s the above TV cast integration, it’s Clutter for Good?

Dan Jaffee

Yes, so – well, I assumption – I mean, if you’ve been out on the web because it’s accessible advice out there.

Ethan Starr

I’ve looked, I couldn’t acquisition it. Not yet.

Dan Jaffee

Well, okay. Well, it’s public, and so I assumption I’ll claiming all of our investors to go out to Ellentube, www.ellentube.com and comedy abundance coursing and see if you can bulk out what anniversary this is for Ellen and who’s allotment it. And there’s my brain-teaser and my appointment for you guys. But it’s a above accord because it’s – anybody knows or it’s accessible advice again. Ellen alcove about 18 actor to 20 actor admirers every anniversary – every day actually, and it’s primarily women 25 to 54 which fits altogether with our demographic. And so we are – I’m activity to leave it at that.

Ethan Starr

Okay. I’ll hop aback in the queue. Acknowledge you.

Dan Jaffee

Thank you.

Operator

Thank you. And our aing catechism comes from Robert Smith with the Centermost for Performance. Your band is now open.

Robert Smith

Yes, I don’t appetite this to calculation as a question. But, Dan, aback you referenced the action adeptness planning arrangement aback you’ll affair the aboriginal analysis numbers are you activity to breach out the bulk of that at that time?

Dan Jaffee

Dan Smith, I’ll let you acknowledgment that.

Dan Smith

Yes, Robert, the bulk of the arrangement is mostly been auspicious in antecedent years, it’s activity to be really…

Robert Smith

No, no, you blurred the question. Aback you’ll affair the aboriginal analysis antithesis report, are you activity to breach out the incremental bulk that will bulk you in that quarter, so we can accept our accoutrements about what the cardinal is?

Dan Smith

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Robert, I’m activity to accept to adjourn that catechism because I’m not abiding if we are able to abduction that accurately based on our reporting. But I accept your catechism and let me appraise it a bit more. But I’m not abiding – afterwards we’re actuality able to grab that advice accurately as you may like it.

Robert Smith

Okay, and afresh aloof the – addition housekeeping question, not to calculation as my question. Were you at all afflicted by the hurricanes?

Dan Jaffee

Mark Lewry?

Mark Lewry

Yes, this is Mark Lewry. Acceptable morning. Yes we were. Our Georgia plant, which is a cogent allotment of our all-embracing assembly footprint, was afflicted aftermost week. We were bottomward for three days. We are aback up and running. Started aback up backward Friday and are running. So we had a concise impact. Actually, it was apparently as basal an appulse as we could accept accepted or hoped for.

Robert Smith

And the basement is there as well, I mean?

Mark Lewry

Yes, there was no accident to the plant. There was a little covering that was absolute off. But no, no cogent accident to the plant. We were able to get aback up and active for…

Robert Smith

And busline is okay?

Mark Lewry

Yes.

Robert Smith

Okay, so my catechism afresh is, what is Terra-Green?

Dan Jaffee

That’s your seventh catechism and you’ve run out of time. I apologize for that, you’ll accept to get aback in the end of the queue. The Terra-Green is not – it’s not actual anymore, it’s an old, old…

Robert Smith

Okay, it’s the aboriginal time I saw it mentioned.

Dan Jaffee

Yes, it’s an old cast that my dad launched in the 1960s. Anyway, it’s an ag product.

Robert Smith

Okay. So I’ll get aback in the queue.

Dan Jaffee

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Yes. And boy, for not allurement questions, you asked a lot of questions.

Operator

Thank you. Our aing catechism comes from John Bair with Ascend Wealth Advisors. Your band is now open.

John Bair

Thank you. That was appealing slick, Bob, nice job there. There’s been absolutely a bit of affair with barbarian ache and so alternating over in China recently. I was apprehensive if that’s had any absolute appulse on your assignment over there in China as far as new absorption and as a ancillary on that too, is any of this assessment altercation activity on, is that accepting an appulse on your operations there? Thanks.

Dan Jaffee

Great question. Mike, will you…

Mike McPherson

Yes, this is Mike McPherson, I can acknowledgment those. On the assessment front, no, there’s been a minimum brace percent appulse on the duty. And U.S. articles in accepted are still beheld actual agreeably by Chinese livestock producers. It’s not abundant of an appulse to absolutely affect our business. The ache front, there is a ambit of altered blazon of illnesses and swine, from respiratory to bacteria. We abide to get able absorption from producers aback they accept bacterial-related diseases in swine, which is affectionate of a assiduous advancing problem. But aback they accept flare-ups in respiratory diseases, those tend to be viral. And our articles don’t assignment on virus as they assignment on bacteria.

John Bair

Okay. You’re alive on annihilation on respiratory front?

Mike McPherson

No. We’re not.

John Bair

Okay. Great. I’ve added questions. I’ll get aback in the queue. Thanks.

Mike McPherson

All right. Acknowledge you, John.

Operator

Thank you. And our aing catechism comes from John Barr with Needham & Company. Your band is now open.

John Barr

Hi, Dan, I was apprehensive in this quarter, you fabricated advertence in the clandestine characterization growth, you gave us a cardinal but you additionally mentioned e-commerce as one of the elements there that contributed. Maybe you could aloof accord us your point of appearance on that bazaar and how Oil-Dri and failing fit?

Dan Jaffee

Great catechism and acknowledge you and acknowledgment for allurement the question. So yes, e-commerce is actual important to bartering in general. But really, it’s absolutely important to claiming your brands, because in the past, the adeptness that a PNG or a Unilever or a Nestle Purina would accept that was actual adamantine for a amateur cast to afflicted was they controlled the shelves. And it’s a concrete constraint. If the banker is activity to backpack 40 SKUs and they accept 30 of them, there’s not a accomplished lot of allowance to claiming alike if you get your artefact out there, they accord you one little adverse and in a class like ours area their captivation adeptness is alone three jugs, you go out of banal instantly and it doesn’t get replenished till the aing Monday or Sunday night. And so you absolutely don’t accept a adventitious to abound your brands.

On e-commerce, those concrete constraints are gone. We accept the aforementioned attendance on Amazon or chewy.com or walmart.com as do the big boys. And so what we’re seeing is greater than our celebrated brick-and-mortar allotment at these retailers, and that they are absolutely seeing, they can rapidly abound their business by partnering with us. So we’re not alone accepting branded business, we do accept clandestine characterization business with one of the above – absolutely the bigger in pet e-commerce player. And then, we’re in discussions with the added guys about accomplishing clandestine characterization for them as well. So we see – look, we’re – for us, we’re doubter in general, which is, whoever wants to buy cat litter, wherever they appetite to buy it, we appetite them to accept a adventitious to get Cat’s Pride. What we’re seeing is, we accept the best adventitious of accepting it through them through e-commerce than we do with brick-and-mortar.

So we’re still actual committed to our brick-and-mortar partners. And frankly, what we’ve done is a abstraction and those brick-and-mortar partners, who accept committed added than the archetypal allotment to Cat’s Pride, and Cat’s Pride fabricated clandestine characterization articles are outperforming the category. I can name them. Aboriginal of all, Walmart gives us a greater than – we accept a three branded share, and they accord us way added than that. And they are outperforming with Cat’s Pride Scoopable actuality one of their best affective items. Meyer in the Midwest, Publix in the Southeast, DeMoulas in the Northeast, Albertsons/Safeway. These retailers accept all gotten abaft and partnered with us. And they are outperforming the category. So they apperceive that by giving the customer added admission to altered value-added articles at abundant prices, they can absolutely accretion allotment and accretion barter and ultimately that grows their accomplished abundance because of the accomplished bazaar bassinet concept, that bodies buy clutter are additionally affairs aliment and added items.

So a lot of e-commerce, a lot of those retailers that are absolutely activity to accomplice with us – sorry, H-E-B in Texas in the South has partnered with us and it’s activity actual well. So added civic players, I beggarly look, that’s aloof public. You’re activity to a Kroger, you’re hard-pressed to acquisition any of our articles anywhere, and from what we can see on the civic amalgamated data, they are underperforming the category. So that strategy, from our angle point, isn’t working. Achievement I answered your catechism but I absolutely acknowledge you allurement your question.

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John Barr

Great. Thanks, Dan.

Operator

Thank you. And our aing catechism comes from Jim Schwartz with Harvey Partners. Your band is now open.

Jim Schwartz

Hey Dan. So one of the – aloof comparing the 10K of 2018 to the 10K of 2017, aloof afterward up, I guess, on what John asked you about. One of the additions was absolute barter through e-commerce in the retail and broad articles group. And I guess, after allotment names, maybe affectionate of admeasurement up the befalling there and if you appetite to name names, alike better. And afresh I had a aftereffect to that. Thanks.

Dan Jaffee

Yes, I don’t anticipate I’ll name names. But I anticipate we all accept – well, I can’t say we all. I accept that e-commerce is activity to abide to grow. I do not accept it’s plateaued aiguille appear alive its way down. To me, people, and abnormally the millennials, are activity to appetite to be accomplishing added and added acceptable shopping, area they may accommodate brick-and-mortar with the e-commerce, and that could be article that continues to accord bodies like Walmart and Target and bodies with a brick-and-mortar cast a leg up in the e-commerce apple which array of allege to why Amazon went advanced and bought accomplished foods. But accepting said that, I aloof accept in general, the aisle is activity to abide to grow.

So we charge to be wherever bodies are affairs cat clutter and e-commerce is absolutely a high-growth aspect, so we appetite to be there with our brands, and we appetite to be there with our clandestine labels. And we do accept that our allotment in e-commerce is greater than our allotment in brick-and-mortar. So as e-commerce continues to win, Oil-Dri will win disproportionally.

Jim Schwartz

Okay. And aloof afterward up on that, you added a microbiology lab this budgetary year for beastly health. Maybe just, affectionate of, allocution about what – why and what it’s alive on and just…

Dan Jaffee

Yes. Abundant question. Abundant question. It’s the Richard M. Jaffee Microbiology Lab and I’m activity to let Mike McPherson handle this one.

Mike McPherson

We assignment on a ambit of altered microbiology projects. Actually, aback you attending beyond best of our divisions, if you booty a attending at cat clutter for example. If we appetite to accomplish our litters added antimicrobial, you’ll accept to accept a foundation in microbiology. We were firming out a amazing bulk of that work, which we now do in-house. But the abundant appropriation is absolutely aural our Ag analysis and with our beastly bloom division. On the Ag ancillary increasingly, there is a advance in microorganisms to abound – I’m sorry, to assure adjoin altered tests, whether it’s weeds or insects. So, the old allure was the constructed molecules that would be acclimated for annoyance control.

Increasingly, bodies are activity to accustomed microorganisms. Sometimes those are aerosol applied, but increasingly, they’re put on the granules, and you charge to be able to authenticate the adeptness for these microorganisms to alive on our granules, they charge to be basal in microbiology. And afresh all of our new articles that are focused on bacterial-related enteric diseases in livestock are all about how to annihilate or ascendancy microorganisms in the gut. Again, you accept to be basal in microbiology, and we aloof begin that we were agriculture out way too abundant of that work, took too abundant time, slowed bottomward our development accomplishment so by hiring the microbiologists and architecture the lab, we were able to move abundant faster and abundant smarter in our artefact development efforts.

Jim Schwartz

Okay, great. Acknowledge you.

Dan Jaffee

Yes. And, Jim, what I ability add, Mike affected on there at the end, what awash me on the advance was acceleration to market, and obviously, acknowledgment on investment. It was costing us time and money to acreage all the actuality out. We’re now befitting that ability in-house. Dongping and Shalaka are accomplishing a astounding job out there, and in fact, it’s growing so fast they’ve outgrown their space. So we’re activity to be attractive at acceleration or alike tripling the admeasurement of our microbiology lab this advancing budgetary year. and ultimately, the ambition is to about-face it into a accumulation center, area we’ve got abundant accommodation to afresh acreage out our casework to customers, area they – we could do assignment for them at a price. And so we’re all in on this. We accept this is activity to be addition aggressive advantage for Oil-Dri.

Jim Schwartz

Great.

Dan Jaffee

Great. Well, at this time, I’d like to aloof acknowledge everybody for your support. We’ve got the Anniversary Affair advancing up. I’ve been acerb encouraged to accommodate a President’s letter this year, and I will do so. I’ve been alive on it, and I’m animated I accept because of so abundant – so abounding acceptable things accept gone on this year. With one, overwhelmingly abundantly abrogating and that was the casual of my father. So, I’m application this President’s letter as a way to admit the absurd addition he made, but focus on the approaching and allocution about all the things that he is activity to miss. But you apperceive what, his dad absent everything. His dad died aback he was alone 26 years old and he took over in 1960, his dad died in 1962.

So, his dad absent the absolute run up of Oil-Dri. I was advantageous abundant that I took over in 1995, he and I formed calm for 33 years. And he got to see the absurd advance of all the seeds he had buried and the new seeds that we buried in fields he never dreamed of. But I do absorb a acceptable allocation of the letter talking about all the things that he is activity to miss. And I accept he is attractive bottomward but the approaching is actual ablaze for Oil-Dri. And so I achievement you acknowledge the President’s letter. And like I said, it’s activity to be focused not so abundant on the past, but absolutely the future.

So, we’ll be aback at you afresh in three months and acknowledge your connected abutment and definitely, do that a little coursing there for our above affiliation that’s active all anniversary long, starting today on arrangement television, but it’s absolutely been acquaint out on Ellentube. So, there is your hint. Acknowledgment actual much, everybody.

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Operator

Ladies and gentlemen, acknowledge you for accommodating in today’s conference. This does achieve your program, and you may all disconnect. Everyone, accept a abundant day.

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