Earnings call: Legacy Housing reports mixed Q1 results amid market challenges

Legacy Housing (NASDAQ:) Corporation (ticker: LEGH), a prominent player in the manufactured housing industry, has reported a decline in product sales and net income for the first quarter of 2024, as revealed in its latest earnings call. Despite a decrease in sales driven by lower unit volume across various segments, the company saw an increase in interest income from its loan portfolios and a rise in book value per share. The company is navigating a challenging market, with a focus on managing expenses and capitalizing on the spring selling season to improve sales volumes.

Key Takeaways

• Product sales dropped by $12.5 million or 28.8% in Q1 2024 compared to the same period in 2023.
• Net income fell by 7.0% to $15.1 million.
• Interest income from consumer MHP and dealer loans rose by $2.9 million or 38%.
• The cost of product sales decreased by $8.5 million or 29.3%.
• The company repurchased $1.9 million worth of shares and has $4.6 million remaining in authorization.
• Book value per basic share increased to $18.46, up 13.1% from Q1 2023.
• CEO discussed litigation with a long-term customer and the strategy for improving sales and backlog.

Company Outlook

• Despite a downturn in sales, the company is seeing improvements and is optimistic about the second quarter.
• Legacy Housing aims to build its backlog and ramp up production while keeping a close eye on expenses.
• The company is working on unlocking value on its balance sheet and monitoring product gross margins.

Bearish Highlights

• The decrease in average selling price is attributed to a shift towards smaller, lower-priced homes.
• High interest rates have impacted the park business, although there is momentum in park sales with smaller units.
• The company is experiencing lower reorder rates from dealers due to increased inventory carrying costs.

Bullish Highlights

• Sales at company-owned retail stores have increased.
• The MHP loan portfolio has grown by $28.2 million.
• Legacy Housing held a successful spring show in Georgia and is clearing out finished goods inventory at its Georgia plant.

Misses

• Other revenue decreased by $0.1 million or 3.1% due to lower dealer finance fees and commercial lease rents.
• Selling, general, and administrative expenses increased by $0.5 million or 8.8%.
• Other income expense rose by $0.4 million or 29.9%.

Q&A Highlights

• The CEO provided updates on the loan portfolio and ongoing litigation, emphasizing the equity in the collateral and the company’s efforts to resolve the situation promptly.
• The company is selling smaller, lower-priced homes to drive volume but this affects the average selling price.
• Legacy Housing is a few weeks out in its backlog across all plants, aiming for 8 to 10 weeks ideally.
• Gross margins were high in the first quarter but are expected to normalize.
• The company is holding prices despite some competitors lowering theirs, especially in the lower-priced single-section home segment.
• Slight increases in delinquencies in the consumer loan portfolio are not a concern unless they reach around 5% to 6%.
• Progress on the Bastrop property continues, with infrastructure development underway and evaluations of other land parcels for potential sales or partnerships.

InvestingPro Insights

Legacy Housing Corporation (LEGH) has recently been navigating through a challenging market, as indicated by a drop in product sales and net income for Q1 2024. To provide a more comprehensive view of the company’s financial health and stock performance, here are insights based on real-time data from InvestingPro and InvestingPro Tips:

InvestingPro Data:

• P/E Ratio: 9.97, reflecting a valuation that may appeal to value investors.

• Revenue Growth (Quarterly) for Q1 2024: -18.19%, aligning with the reported decline in sales.

InvestingPro Tips:

• Analysts have revised their earnings upwards for the upcoming period, indicating potential optimism about the company’s future performance.

• The stock has experienced a significant return over the last week, with a 10.06% price total return, suggesting a positive short-term investor sentiment.

These metrics and insights could be particularly relevant for investors considering LEGH’s stock. While the company faces headwinds with decreased sales, the upward earnings revisions and recent stock performance may signal a turning point. Additionally, with a moderate P/E ratio, the stock may present a value opportunity.

For those looking to delve deeper into LEGH’s financials and stock analysis, InvestingPro offers a range of additional tips. Currently, there are 9 more InvestingPro Tips available at Remember to use coupon code PRONEWS24 to get an additional 10% off a yearly or biyearly Pro and Pro+ subscription.

Full transcript – Legacy Housing Corporation (LEGH) Q1 2024:

Operator: Good day and thank you for standing by. Welcome to Legacy Housing Corporation Quarter One 2024 Earnings Conference Call. At this time, all participants are in a listen only mode. After the speakers’ presentation, there will be a question-and-answer session. [Operator Instructions] Please be advised that today’s conference is being recorded. I would now like to hand the conference over to your speaker today, Duncan Bates, CEO. Please go ahead.

Duncan Bates: Good morning. This is Duncan Bates, Legacy’s President and CEO. Thank you for joining our first quarter 2024 conference call. Max Africk, Legacy’s General Counsel, will read the safe harbor disclosure before getting started. Max?

Max Africk: Thanks, Duncan. Before we begin, I will remind our listeners that management’s prepared remarks today will contain forward-looking statements, which are subject to risks and uncertainties, and management may make additional forward-looking statements in response to your questions. Therefore, the company claims the protection of the safe harbor for forward-looking statements contained in the Private Securities Litigation Reform Act of 1995. Actual results may differ from management’s current expectations and any projections as to the company’s future performance represent management’s best estimates as of today’s call.

Duncan Bates: Thanks, Max. I’m joined today by Jeff Fiedelman, Legacy’s Chief Financial Officer. Jeff will discuss our first quarter performance, then I will provide additional corporate updates and open the call for Q&A. Jeff?

Jeff Fiedelman: Thanks, Duncan. Product sales primarily consist of direct sales, commercial sales, inventory finance sales and retail store sales. Product sales decreased $12.5 million or 28.8%, during the three months ended March 31st, 2024, as compared to the same period in 2023. This decrease was driven by a decrease in unit volume shift, primarily in direct sales, mobile home park sales and inventory finance sales categories. The decrease was offset by increased sales at our company owned retail stores. For the three months ended March 31st, 2024, our net revenue per product sold decreased primarily due to a shift in product mix to smaller units into a large sale of homes from our leased home portfolio to a mobile home park customer at a lower average price than our typical new home. Consumer MHP and dealer loans interest income increased $2.9 million or 38% during the three months ended March 31st, 2024, as compared to the same period in 2023 due to growth in our loan portfolios. This increase was driven by increased balances in the MHP, consumer and dealer loan portfolios. Between March 31st, 2024, and March 31st, 2023, our MHP loan portfolio increased by $28.2 million. Our consumer loan portfolio increased by $17.9 million and our dealer finance notes increased by $2.1 million. Other revenue primarily consists of contract deposit forfeitures, consignment fees, commercial lease rents, service fees and other miscellaneous income and decreased $0.1 million or 3.1%, during the three months ended March 31st, 2024, as compared to the same period in 2023. This decrease was primarily due to a $1.0 million decrease in dealer finance fees, a $0.2 million decrease in commercial lease rents partially offset by a $1.1 million increase in forfeited deposits. The cost of product sales decreased $8.5 million or 29.3% during the three months ended March 31st, 2024, as compared to the same period in 2023. The decrease in cost is primarily related to the decrease in units sold. Selling, general and administrative expenses increased $0.5 million or 8.8%, during the three months ended March 31st, 2024, as compared to the same period in 2023. This increase was primarily due to a $0.3 million increase in warranty costs, a $0.1 million increase in legal expense, a $0.2 million increase in professional fees and a net $0.2 million increase in other miscellaneous costs partially offset by a $0.3 million decrease in loan loss provision. Other income expense increased $0.4 million or 29.9% during the three months ended March 31st, 2024, as compared to the same period in 2023. There was an increase of $0.6 million in non-operating interest income offset by an increase of $0.2 million in interest expense. Net income decreased 7.0% to $15.1 million in the first quarter of 2024 compared to the first quarter of 2023. Basic earnings per share decreased $0.05 per share or 7.5% in the first quarter of 2024 compared to the first quarter of 2023. As of March 31st, 2024, we had approximately $0.6 million in cash compared to $0.7 million as of December 31st, 2023. The outstanding balance of the revolver as of March 31st, 2024, in December 31st, 2023, was $11.8 million and $23.7 million, respectively. At the end of the first quarter 2024, Legacy’s book value per basic share outstanding was $18.46, an increase of 13.1% from the same period in 2023. In November 2022, our Board of Directors approved a share repurchase program to authorize the repurchase of up to $10 million of the company’s common stock. We repurchased 91,187 shares for $1.9 million in the open market during the three months ended March 31st, 2024. Between April 1st and May 9th, 2024, we repurchased 170,342 shares for $3.5 million in the open market. As of today, we have a remaining authorization of approximately $4.6 million.

Duncan Bates: Thanks, Jeff. I want to add some color on the market and provide other corporate updates. As discussed, sales were down during the first quarter, but they also are improving as housing affordability remains at a multi decade low with no signs of changing. First, on the dealer side, our current business is heavily dependent on dealers. Seasonality impacted dealer sales during the first quarter, but started to accelerate late February. Reorder rates are still lower than we would like due to higher inventory carrying costs. Sales at our company owned retail stores are also improving. To drive dealer sales, we launched a new special this week that includes concessions on popular home models. Initial feedback has been positive. On the community or park side of our business, our park business is slower and has been impacted by high interest rates, similar to other real estate asset classes. Rates have driven M&A transaction volume down and cooled new development. We are gaining momentum in the park sales with smaller units. 400 square foot to 600 square foot tiny homes and small HUD code single wide, low monthly payments through our financing program allow park customers to make money renting these homes in nearly all markets. We held a spring show in Eatonton, Georgia in late April for dealer and park customers. It was our first show in Georgia since 2020. We are still rounding out orders, but the show was very successful. Over the past 18 months, we’ve spent a tremendous amount of time improving product quality at our Eatonton plant. The houses look great and the changes were well received by customers. The show allowed us to clear finished goods inventory at the plant and build a nice backlog. Despite lower volumes during the quarter, we carefully managed factory overhead and expenses. Product gross margins were higher than average during the first quarter due to a large sale of leased homes to a community owner. We continue to monitor product gross margins closely and see manufacturing efficiencies improve when we ramp production. For corporate updates, since our last earnings call, we repurchased over 260,000 shares of common stock at an average price of $20.56. Repurchases were limited by restrict — by trading restrictions and a narrow open window between year end and first quarter. We utilized 54% of our $10 million repurchase authorization. The Board will increase the authorization as needed. Legacy’s business fundamentals have not changed. The market is slower but improving over 2023. There was confusion with our fourth quarter numbers and the stock traded down to liquidation value. We will continue to repurchase shares aggressively when this happens. We’ve continued to add team members in key areas of our business. The land developments are progressing and we are evaluating proposals to sell or partner on some of the properties. There is significant value to unlock on our balance sheet, driving earnings growth and realizing this value as management’s top priority. Operator, this concludes our prepared remarks. Please begin the Q&A.

Operator: Thank you. [Operator Instructions] Our first question comes from the line of Alex Rygiel from B. Riley Securities.

Duncan Bates: Hey, Alex.

Alex Rygiel: Thank you. Good morning, Duncan.

Duncan Bates: Hey, good morning.

Alex Rygiel: So it sounds like heading into the second quarter, unit volumes going to be picking up from the first quarter? Is that a fair conclusion to come?

Duncan Bates: Yes, that’s fair. We’re shipping a lot of houses right now.

Alex Rygiel: Excellent. And then as it relates to sort of inventory on the yard, where does that stand?

Duncan Bates: Yes, we’ve struggled with that at our Georgia plant for a few quarters now and that was the key — or one of the key reasons for having a Georgia show, which was the first show that we’ve had since 2020. And so we’re starting to ship that product now and the goal is to have most of it cleared out by the end of the second quarter.

Alex Rygiel: That is super helpful. And then a little bit of directional guidance on the consumer and MHP loan interest. You stepped up in the first — in the fourth quarter, kind of stepped down in the first quarter. What’s sort of the normal run rate there at the moment?

Duncan Bates: Yes, there’s some key — I mentioned the confusion in the fourth quarter. Obviously, we don’t report fourth quarter numbers, but when — I think when investors backed into the fourth quarter numbers, they were surprised by some moving around of revenue from the loan portfolios. And so it makes it a little different — or difficult to compare. But right now, I mean, we’re over $10 million. I think we’ll pretty consistently be over $10 million in interest revenue a quarter for all of 2024 moving forward.

Alex Rygiel: Excellent. Thank you very much.

Duncan Bates: Thanks, Alex.

Operator: Thank you. One moment for our next question. Our next question comes from the line of Mark Smith from Lake Street.

Mark Smith: Hey, Duncan. Guys, I want to start just on the loan portfolio. Can you just give any more detail on that, the default loans in litigation happening with the one borrower within MHP? I know some of those moved to current assets. Any additional insights into that?

Duncan Bates: Yes, look, this is obviously active litigation and it’s with a long-term customer. And so we’ve got a disclosure in the file, but I’ll summarize that for you right now. We have a part customer that we worked with for over 13 years and he’s built a nice portfolio of communities into which we financed over 1,000 mobile homes. And we accelerated a large portion of these notes just due to slow payment or nonpayment. And as you can imagine, it’s taken a lot of my time and the team’s time to work through this situation. I think this is a situation that can be resolved outside of the courtroom. But our duty as officers of this company is to protect our collateral. And so, we’re pursuing the collateral right now. The collateral is comprised of over 1,000 mobile homes where the principal outstanding is 50% or less of a replacement cost and that’s excluding equity for the setup and building the pads. We’ve also got first liens on several mobile home parks in this portfolio and there’s limited outstanding debt. And the notes are cross collateralized and personally guaranteed by multiple individuals, some of which have pretty significant net worth and are — and can be held joint in several liability for these debts. And so, we’ve spent a ton of time on this with our auditors. We valued all the collateral and we think that there’s a significant amount of equity into this portfolio. And so we haven’t — although these notes are in default and they’re — when we accelerated them, they’re accruing interest at 17.5%, most of which has been offset by an accrual. But our goal is to resolve this relatively quickly. But ultimately, if we’ve got to go take all the collateral, we’re currently taking action to do that. And you’ll see another disclosure where we actually, during the first quarter, foreclosed on one mobile home park that I think at the price that we’re into it, there’s significant upside value. And so we’d like to resolve it, but if we keep — if we need to take everything, we’ll do that and protect our shareholders and our investment.

Mark Smith: Okay. The MHP portfolio has always been really solid and safe, I think, from the outside. Has anything changed fundamentally within that portfolio or is this just kind of a one-off situation with this one borrower?

Duncan Bates: Yes, it’s — I think it’s a unique situation. And obviously the size is unique, but nothing’s changed in that portfolio. We’ve had situations over the last few years that we’ve worked through and we’ve been able to recover all of our principal outstanding and in most cases the accrued interest as well. And so I don’t see this as any different than those other situations except for it’s a larger chunk.

Mark Smith: Okay. Looking at product sales, you just talked about unit volumes looking better here into Q2. I’m curious on kind of selling price and mix. Are you seeing the mix shift back to some higher priced homes or is it still staying at some smaller, lower priced homes?

Duncan Bates: Yes, we’re — it’s still — I’d say it’s still at lower priced homes. We seem to be really competitive from a price standpoint on the smaller homes. And I think just housing affordability, whether it’s stick built or it’s — or its factory built, it’s a problem. And we’re selling — it’s not only on the part side where we’re selling smaller units. We’re also selling a lot of smaller units on the dealer side of our business. And that’s — it’s an area where we’re really competitive. It doesn’t help our average selling price, but I think that we’ll continue to be able to drive volume. And on both sides of the business, we’ve had sales whether it’s at the Georgia show or the dealer sale that I just mentioned, that will drive volumes kind of throughout the year. I mean, we’re expecting a better year this year than last year, but it’s a tricky market, so we’re just — we’re managing it closely and we’re adjusting as we need to and watching our expenses and we’re just going to take it one quarter at a time.

Mark Smith: Perfect. Last question for me. You brought up the backlog in your commentary. Just curious, any additional insights on kind of where the backlog is today and kind of your comfort level with that?

Duncan Bates: Yes, I mean, our goal really is building our backlog. We’ve held production at pretty consistent rates for the last two quarters, but they’re well below where we’d like to be. And the goal has been build a backlog and you can start ramping production because we don’t want to ramp too early and we’ve made that mistake before. So, we’re a few weeks out across all plants. In an ideal world, I’d like to be 8 to 10 weeks out, but we’re not there yet. And — but I think first quarter and just given that the dealer side of the business is stronger, we saw the impacts in the first quarter of the seasonality. And as we get into the spring selling season, that should improve. And that combined with some sales and concessions, we’re hoping to build the backlog and ultimately ramp up production where we can get some efficiencies on the manufacturing side.

Mark Smith: Excellent. Thank you.

Duncan Bates: Thanks, Mark.

Operator: Thank you. One moment for our next question. Our next question comes from the line of Jay McCanless from Wedbush.

Duncan Bates: Hey, Jay.

Jay McCanless: Thanks for taking my questions. Hey, Duncan. So kind of following on the last question, with the downward price mix you’re seeing at this point, is it possible you think this year that you guys could sell more products, but still be down in revenue just because of that sales mix? Or are you thinking that dollar revenue is going to be up year on year for 2024 versus 2023?

Duncan Bates: I think I’ll have better insight into that next quarter. We’re trying to sell as much as we can. I mean, sales are the top focus right now and we’re pushing the team pretty hard. We have seen a move to — toward our smaller products. So it certainly could be the case where you sell more units, but your revenue is down. That said, I really feel like from an internal sales sentiment standpoint, that sometime kind of like last summer, end of last summer, really felt like the trough for me. And it’s been — we’ve hit some air pockets. I mean, we felt like we really had sales moving after the show last October. And then you start to see the part customers back up where they’re having challenges with utilities or with municipalities and it delays shipments. But we — it feels like things are smooth, sales are below where we want them to be, but we’ve made some adjustments that we should start to see the benefits of in the second quarter.

Jay McCanless: Okay. Great. And really good performance on the gross margin this quarter. How sustainable do you think that is and anything that we need to be mindful of either from a lumber price increase or anything of that nature?

Duncan Bates: Yes, gross margins were — product gross margins were high this quarter and they were impacted by — we’ve got a leased portfolio where we actually lease homes in mobile home parks. We don’t offer that program anymore, but we had a sale of a large chunk of leased homes to that community owner in the first quarter. And so that skewed gross margins to the upside. I think our goal is to hold them. I mean, we watch it very closely, but this quarter was significantly higher than the last few. So I think we’ll revert toward the average of, say, the last four quarters. But if we can get production up, we’ll pick up some efficiencies. And we still haven’t used the price lever. We’ve held prices at the detriment of volume and used financing concessions. But if we do need to use the price lever to drive volume, that’ll have an impact on gross margins, but it won’t be drastic. I think it’ll be offset by some manufacturing efficiencies where we’re currently not absorbing all the overhead and pushing that through cost of goods sold.

Jay McCanless: But actually was going to be our next question, Duncan, I was going to ask you about have you been able to hold price? Sounds like you have. What — I guess, if you’re holding price, what are you seeing from some of your competitors that are — that can build maybe not all the way down to the — some of the prices you guys can do, but in that lower — call it, lower priced single section home arena, what are you seeing out of them?

Duncan Bates: Yes, I think the guys with — without a balance sheet and with — without much of a backlog, I mean, mainly independent players, we’ve certainly seen price decreases there. I think just given the consolidation in the industry, we’ve got rational competitors, but we’ve seen some lower pricing here within the past two weeks that surprised us. I think — or I know we’re really competitive on the tiny homes and the smaller single wides. As you get into the larger product, especially at the dealers, our — you see the impacts of us holding prices, I think, compared to other competitors that have dropped them. But we’re monitoring that very closely. I mean, we’d like to get our volume up and that’s the key goal right now is get — build a backlog or keep continue to building the backlog and get volume up. And — but shipments during the second quarter, we’re looking pretty strong so far.

Jay McCanless: Good to hear. So could you talk about in the consumer book, we did see an increase both sequentially in year on year for delinquencies there. That’s not uncommon. We’re seeing that in the stick-built world, too. But maybe could you talk about what type of stresses you’re seeing on that portfolio? And if we do stay in this higher for longer environment, kind of what are some of the worst levels we’ve seen in that portfolio, like beginning of COVID or something like that as a frame of reference?

Duncan Bates: Yes. And look, we think internally a little bit different about delinquencies compared to the accounting for delinquencies. And so when we think about our retail loan portfolio, we look at what percentage of the portfolio have we not received a payment in 30 days? And we started — we brought this servicing in house around 2012. And at that time, over 30 was running close to 6%. And then you’ve seen us work that down to 2021, it was close to 1.3%. So just — we’ve got a great program and we’ve got a great team that services this. I know that delinquencies have or defaults problematic accounts have increased slightly, but they’re still well below the national average. And there’s certain elements of our retail financing program that contribute to this outperformance. One of them, I mean, we take real down payments. I mean, we have — across the board, we have a minimum down payment and we’ve seen some of our competitors bend on that. And it seems like a race to the bottom. We also — we don’t finance a lot of extras. We don’t finance decks or septic tanks or storage sheds. And so a lot of those items, right, you get — they’re added onto the loan, but you don’t collect much from them. And finally, we — with our retail finance program, we have a holdback with our dealers that gives us some additional cushion. And I think all of these — all of those items contribute to the outperformance. And we’re monitoring it closely. You’ll see that the reserve actually came down in the first quarter on the retail finance side of the business. And the reason for that is we do a look back when we calculate the reserve. And in many cases, we’re collecting more on the repos than the outstanding principal balances for homes that were sold pre-COVID and paid on for a few years. And so I feel good about the team and the performance of the portfolio. It — even if it continued to creep up, it wouldn’t worry us. I think if you started, you got closer to 5% or 6%. That’s where we’d really — we think there’s a concern, but we’re still well below that.

Jay McCanless: That’s great. And maybe, if we could, an update on Bastrop and some of the other parcels — land parcels?

Duncan Bates: Yes. We hired an internal team. We’ve been working through the properties. Bastrop continues to progress. We’re putting in the roads now phase one. We’ve got phase two working as well. We’ve got a lot of utilities in there. We’re building a water treatment plant. So the — there is a lot of focus on Bastrop. You’ll see us continuing to invest capital there. Some of the other properties I talked about on either the last call or the call before, just working through where we are on those properties and ultimately determining the highest and best use for them and — from a shareholders’ standpoint. And so we’ve received some interesting proposals to sell certain properties or to partner on certain properties and we’re working through that now. And I think you’ll start to see some movement during the second quarter on those.

Jay McCanless: Okay, that sounds great. Thanks for taking my questions.

Duncan Bates: Yes. Thanks, Jay.

Operator: Thank you. [Operator Instructions] At this time, I would now like to turn the conference back over to Duncan Bates, CEO, for closing remarks.

Duncan Bates: I want to thank everybody for joining today’s earnings call. We appreciate your interest in Legacy Housing. And if you have any questions on the quarter, feel free to give Jeff or I a call or shoot us an email. Thanks a lot. Bye.

Operator: This concludes today’s conference call. Thank you for participating. You may now disconnect.

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