Good day and welcome to the Addus HomeCare's First Quarter 2022 Earnings Conference Call. All participants are in a listen-only mode. [Operator Instructions]. After today's presentation there will be an opportunity to ask questions. [Operator Instructions]. Please note, this event is being recorded. I would now like to turn the conference over to Dru Anderson. Please go ahead.

Thank you. Good morning and welcome to the Addus HomeCare Corporation's first quarter 2022 earnings conference call. Today's call is being recorded. To the extent any non-GAAP financial measure is discussed in today's call, you will also find a reconciliation of that measure to the most directly comparable financial measure calculated according to GAAP by going to the company's website and reviewing yesterday's news release. This conference call may also contain forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995, including statements, among others, regarding Addus' expected quarterly and annual financial performance for 2022 or beyond. For this purpose, any statements made during this call that are not statements of historical fact may be deemed to be forward-looking statements. Without limiting the foregoing discussions of forecasts, estimates, targets, plans, beliefs, expectations and the like are intended to identify forward-looking statements. You are hereby cautioned that these statements may be affected by important factors, among others, set forth in Addus' filings with the Securities and Exchange Commission and in its first quarter 2022 news release. Consequently, actual operations and results may differ materially from the results discussed in the forward-looking statements. The company undertakes no obligation to update any forward-looking statements, whether as a result of new information, future events or otherwise. At this time, I would like to now turn the call over to the company's Chairman and Chief Executive Officer, Mr. Dirk Allison. Please go ahead, sir.

Thank you, Dru. Good morning and welcome to our 2022 first quarter earnings call. With me today are Brian Poff, our Chief Financial Officer; and Brad Bickham, our President and Chief Operating Officer. As we do on each of our earning call, I will begin with a few overall comments and then Brian will discuss the first quarter results in more detail. Following our comments, the three of us would be happy to respond to your questions. I want to start by welcoming Cliff Blessing to Addus as our new Executive Vice President, Chief Development Officer. Many of you know Cliff from his long tenure leading the development team at Encompass Home Health. With our strategy to build further capability in skilled home health and hospice, along with our strong personal care platform, we were fortunate to be able to add someone with Cliff's background experience in acquiring and developing home health and hospice operations. I know, I speak for our leadership team and board and saying how excited we are that Cliff has joined our team. Yesterday, we announced our financial results for the first quarter of 2022. Especially in light of the challenges we saw in the first quarter we are proud of our strong operating performance with year-over-year growth in revenue, gross margin and earnings. Our team was able to produce solid results for the quarter despite the pressures from increased employee quarantines due to the Omicron variant of COVID and a tight labor environment, which I will discuss in more detail in a few minutes. Our revenue for the first quarter of 2022 was $226.6 million, as compared to $205.3 million for the first quarter of 2021, an increase of 10.4%. Adjusted earnings per diluted share for the first quarter of 2022 were $0.77, as compared…

Thank you, Dirk, and good morning everyone. As Dirk noted Addus had a solid financial performance for the first quarter despite the challenges related to the pandemic and a higher caregiver quarantine rate to start the year. Our results reflect positive volume trends in all three segments compared to the first quarter last year, as well as improved direct margins. Personal care benefited from the most recent rate increase in Illinois, and we are also encouraged by the continued progress in hospice care with improved revenue trends and sequential growth in admissions. While our median length of stay for hospice care has not fully returned to pre pandemic levels, we're optimistic that this trend will continue to improve in 2022. Our home health segment volumes were impacted by the reduction in elective procedures during the Omicron wave, but we saw strong upward volume trends exiting the quarter. As Dirk referenced, total net service revenues for the first quarter were $226.6 million. The revenue breakdown is as follows. Personal care revenues were $169.6 million, or 74.8% of revenue. Hospice care revenues were $47.7 million or 21.1% of revenue. First quarter 2022 hospice care revenues include the addition of the hospice division of Armada, which we acquired as of August 1, 2021, and two months results of the acquired operations of JourneyCare, which closed on February 1, 2022. Home health revenues were $9.3 million, or 4.1% of revenue. These results include the operations of two acquisitions, the Home Health Division of Armada, and Summit Home Health which closed October 1, 2021. We have a strong business model in place across the care continuum and believe we are well-positioned to meet anticipated increasing demand in all of our operating segments. In addition to organic growth, we added approximately $30 million of acquired annualized…

We will now begin the question and answer session. [Operator Instructions] The first question comes from Scott Fidel with Stephens. Please go ahead.

Hi. Thanks and good morning everyone. I want to ask just my first question just around the macro dynamic and market starting. I think a little bit more around the potential of an economic slowdown ultimately starting to play out at some point, particularly given what's happening with rising rates. And interested in how you guys actually think about sort of the impact of a slowing economy on your businesses, certainly reflecting that your businesses aren't necessarily as economically sensitive. And just your thoughts on whether that can actually, possibly even sort of open up the hiring environment somewhat relative to what you guys have been experiencing over the last year, obviously?

Thanks, Scott. Let me try to take that one. Really, if you look at the economic issue out there in the industry, whether it's slowing down or not, and as it does slow down, if it does, there are two things that will be affected. One, you think in terms of revenues, which as you mentioned, we're really not quite as sensitive of. The big issues in past years that we've had to be aware of is the state budgets in which we operate, being is that 75% of our revenue still comes from Medicaid program. The good part of where we sit today is that with all the money that has been given to the states through the federal program, our state's probably are in the best financial position they've been in for a long time. So, even entering into a slowdown, we feel fairly confident that our state's budgets are in good shape, and should continue to be able to handle the cost associated with Medicaid plans like ourselves. On the other side, you mentioned is labor. One of the things that we have found over the past number of years is that when the economy is slowing down, it tends to be beneficial for us, especially on the non-clinical side, as we look to hire caregivers. If you look at the caregivers we hire, for us, not having as many potential opportunities elsewhere, has always been something that we have looked forward to from a company. And that, when we're looking for hiring a caregiver, again, a lot of ours are minimum wage caregivers and have opportunities elsewhere, that seems to modify somewhat, when we see an economic slowdown. So if history is kind of a precursor of what we would see if the economy continues to slow, we would expect our ability to hire to continue to improve, as we have seen in the last couple of months, that we mentioned, as we were discussing the quarter. So, we would expect an economic slowdown to have minimal effect on our company at this time.

Okay. Got it. And then just follow-up maybe just looking a bit more near term in and interested if Brian, may be you can give us a little sort of framing on 2Q relative to just have the Street has positioned things. Right now, Street got around 6% sequential revenue growth and an EBITDA margin of just around 9.9%. You guys did mentioned several of the tail winds around the ARPA funding, and obviously, you have the close deals and, and just, as we think about sort of the margins that the Street's anticipating and just hoping to get some of your comfort level with how consensus is modeling the next quarter? Thanks.

Yes, Scott. I'll give some general comments, just as we're going to exit in Q1 into Q2. I think, we had indicated on our last call, what we expected the impact of Omicron to be in Q1, sense a longer term surge or another surge, we expected things to return more back to normal headed into Q2. I think, our expectation remains the same today. I think exiting the quarter, I think we're back kind of to our pre Omicron surge numbers. Hiring numbers have been pretty strong. It's still early in Q2. But I think we're optimistic that you'll see the quarter returned back to kind of a more on normal base into April, May and June. So, I think I mentioned a couple of the other aspects thinking about it from a margin perspective. But I think those kind of kind of we're more offset. If you think about sequester coming in, it's a small piece of our business overall. But we'll get a little bit of lightning from the payroll tax burden, it'll offset that into Q2. I think getting it in Q3, you see another 1% cut off sequestration, will have a little bit of an impact in headwind from the Chicago COLA increase, not to the same level we saw the last couple of years, it's a much smaller increase this year. But we'll see a little impact there. But otherwise, I think we're fairly comfortable with our trajectory heading out in Q1 into Q2.

And, Scott, let me just comment on the ARPA funds, because I want to make sure people understand. While we're going to receive a lot of ARPA funds from the various 80 states and some of the others that we have, most of that will not be revenue, if any. The way it'll be handled, because a lot of it'll be a direct pass through to our caregivers. And so, the benefit of that as the company standpoint will be the way we tailor those funds. We will tailor those funds to the caregiver to help us retain the caregivers we have today and recruit new caregivers. And so, understand, there may not be a direct financial bottom line impact on the vast majority of those funds. But there should be a long term improvement in our ability to hire and retain people because of them. So I just wanted to clarify that.

Okay, great. Thank you.

The next question comes from Joanna Gajuk with Bank of America. Please go ahead.

Good morning. Thanks so much for taking the question. So actually, on this last point, in terms of the state's accessing the federal funding, so I appreciated the $20 million that you expect to receive from I guess, sounds like from the eight states. So that will just flow through to the caregivers. But you also mentioned seven states that will implement rate increases. So I guess, the question here is the timing for this. Because it sounds like this would be the one piece where you might expect benefit to margins, just having the higher rates -- so I guess, three states with temporary. So I just want to clarify for how long those temporary rate increases will be in place? Thank you.

Yes, Joanna, thank you. Let me clarify what I said about the rate increase, so you understand. There's two aspects. There's permanent rate increase and there's temporary rate increase. So let's talk about the permanent. Even with permanent rate increases, some states are dictating that all of that go to caregivers, other allow us to retain some part of that, very small part. So we do believe there will be a small margin gain on the permanent rate increases, although it probably won't be to the level that you would normally see us, as far as our margins for those type services. On the temporary rate increases, those are the ones that we've always excluded from our numbers, due to the fact that they are temporary in nature, and that in a lot of cases, they escaped completely to the caregiver also. So I think in terms of ARPA funds, what we're seeing and what you should expect is, it's not a lot of bottom line impact, really not a lot of top line impact. But it's money that's flowing through our company from the states directly to our caregivers, which should, again, based on the way we're going to try to design it, help us with recruitment and retainage.

Joanna, this is Brian. Just one quick follow-up on that too, just kind of breaking that down. Some of our larger markets, if you're thinking about, New Mexico, New York, and the like, those are the ones that are giving us more of a lump sum payments, the rate increases that Dirk mentioning, really a lot of those come from our smaller states. So it's not going to be as material either. So I just wanted to clarify that as well.

Got it. It's very helpful. Thank you for that. But I guess, when it comes to timing, are we talking about these starts to flow through next quarter, I mean, this quarter or this year?

Yes. We're expecting to start seeing some of those payments being made into early this year and into second quarter into Q3. So, the money, we definitely will see a lot of the plans that we've seen, we'll start to see some of those funds in 2022 for sure.

Great. And one more follow-up. You also mentioned investments that needed to move forward towards the value based care models. So it's good to hear and I appreciate a comment that in terms of seeing the benefits, it could be still couple of years away. But just trying to get more color on these investments, how meaningful would they be? Are they also coming kind of in a lump amount spending, kind of any incremental color you might give on those? And the timing of those were there -- those are coming this year, that's why you're starting [ph] them now?

Yes. The investment in the value based care that we're talking about is basically going to be improving our ability from a software standpoint to gather data and then review that data. It will be immaterial and the overall nature of our business. It will affect operational numbers slightly, but in an immaterial basis, and we'll spread -- be spread out over the next 12 plus months. So, shouldn't have a material effect to our numbers.

Thank you. If I may, last question in terms of the comment you made on M&A, and I guess the new hire. Cliff that came over from Encompass, so good to see. Good to see that team being built out. So can you talk about -- are you seeing more assets on the blog, or you pretty much have to wait for the sequestration to fully come back to see kind of deals on the home health side to pick up?

Yes. This is Brian. I think, we cook it all, but I think we're very excited about his, obviously his breadth of experience, particularly in the skill sectors, which have been a large focus of our M&A over the last couple of years as we've indicated. So very excited about that. But I think, I kind of mentioned a little bit in my early comments. I think we expected to see a little more increase in volume and inbound deals coming in the spring as people got further away from Omicron surge. As volumes are covered. I think it's fair to say we are seeing a higher number of inbound calls recently. So I think that is coming to fruition. We'll see if that continues into this year. I think a lot of us have expected more of the skilled home health assets to be coming to market the last couple of years and hasn't really materialized. But we're hopeful that, we'll see more opportunities in 2022. And with Cliff coming on board and his experience in that area specifically, we're feeling very opportunistic.

Great. Thank you.

The next question comes from Matt Larew with William Blair. Please go ahead.

Hi. This is actually Madeline Mollman on for Matt Larew. On hiring, we're wondering, have you seen much interest in your CNA training programs? And what percent of new nursing hires are coming through that programs? And where do you sort of see that trending long term? Like how much of your new nursing hires would you like to come from personal care employees being trained as CNA's long term?

Yes. So, this is Brad. So on our CNA program, it's really designed to elevate our caregivers who come in, we actually offer a scholarship program. They apply. They have to meet certain criteria as caregivers. And then, we'll pre pay their fees that they need to get their certification, their CNA education. So we've seen a pretty good pipeline. I mean, it's in a fairly limited number of states. We're doing it in New Mexico, primarily, a little bit in Ohio. But starting to see some pretty good traction there. In these individuals tend to either stay with our personal care segment and work on kind of higher acuity VA type clients, Veterans Administration clients, or move into our -- either our home health or hospice. But it's really primarily working with our personal caregivers, in giving them, elevating them to be able to practice at a higher level and give them opportunities to work in not just personal care, but also in our home health and hospice.

Great. Thank you. And then, in terms of value based care, I know you mentioned that you're working on building out value based care through your software improvements. But we were just wondering, have you seen an increase in interest from managed care plans wanting to incorporate personal care in their offerings, wanting to partner you as you work through these pilot programs?

Yes, we are. It's interesting. We've always taken the approach that personal care along with clinical services are what's really valuable in value-based care setting. We believe we've demonstrated that with our managed Medicaid pilots out of New Mexico. And as I mentioned in the call earlier, that we're starting to get data proving that we're able to help, lower the cost of care. So we believe that we are seeing MCOs that are interested. They do understand the value of personal care. In fact, we have some opportunities to move outside the state of New Mexico and enter into efforts with other MCOs in other markets. So we'll continue to look at that. We believe long term that having both personal care and home health and having hospice also, but mainly personal care and home health is valuable in value-based care.

Great. Thank you so much for the color.

The next question comes from Brian Tanquilut with Jefferies. Please go ahead.

Hey, good morning, guys. Dirk, I guess, my first question for you guys. Anecdotally we're hearing that the recruitment or inbounds for a lot of companies has picked up probably because of the pickup in inflation, and also your employees willing to take more hours. Just any color you can share with us maybe on what you're seeing so far in terms of applications and new hires?

Yes, Brian. This is Brad. We have seen a -- we started actually seeing the nice pickup in candidate flow in January. Unfortunately, with Omicron variants, we weren't able to seize on that opportunity as much as we'd like just because of a quarantine numbers with internal staff. But that trend continued into February and March on the applicant side. And on the hiring front, we exited with March hiring numbers over the highest we've had at 84 per business day, and that trend has continued into April as well.

Okay. That's awesome. And then, I guess, as I think about the hospice side of the business, right, I mean, obviously, length of stay is still a good bit lower. And I know some of that's just drags from some of the new acquisitions. But how are you thinking about the pace of recovery for hospice length of stay in ADC?

Yes. I mean, it's been a slow and steady is, because I think, how I would characterize it. We actually saw our hospice median length of stay, which really drives the ADC to large measure decreased a little bit on a sequential basis from Q4 to Q1. However, we exited back at 22 days, which is where we finished in Q4, and April actually was 22 days on median length of stay as well. So I think we're going to see a slow, steady recovery there. We're seeing our ALF referrals, admissions, both ADC start to build since the early days of the pandemic, so seems like a good trend.

Awesome. Appreciate it. Thank you, guys.

Thanks, Brian.

[Operator Instructions]. The next question comes from Mitra Ramgopal with Sidoti. Please go ahead.

Yes. Hi. Good morning. Just wanted to follow up some more on the M&A front first. Do you expect the higher interest rate environment to alter your acquisition strategy? And also maybe comment a little in terms of maybe changes you might be seeing in valuations, especially on the hospice side and personal care?

Mitra, this is Brian. I think just on the interest rate side, yes, we've seen a hike, and I know there's more expected later this year. I don't think that materially plays into our acquisition strategy. I think if you look at us today, we've done a few deals, but I think, net of cash on hand, we're still just over one times leverage. So I think we're still in a very favorable position to continue to be acquisitive. So, I think our expectation as well, depending on the size of the deals that we do. I think JourneyCare is a good proxy. We were able to use up a pretty significant amount of cash on hand on that deal. So our borrowing actually is fairly limited. I think moving forward with our ability to potentially fund a lot of our acquisition strategy through cash flow, also, like I think mitigates that potential kind of overhang on the interest side, even though rates are going up. But I think, deal flow, I think has, as we mentioned, has started to improve. On just the inbound side, I think we've always had a focus on sourcing around internally as well. But I think early indications, and it's still early, but I think, multiples being where they are just broadly in the sector compared to last year. I think we are starting to see a little bit of compression. So it might take a little bit of time for sellers to come around to the rationalization that they are a little bit lower. But I think early on this year, we are seeing a little bit of compression and expectations on multiples.

Okay. Thanks. And then also, just quickly in terms of when you look at your mix in terms of caregivers. What percentage you would say is sort of related to the family versus no relation?

Yes. It's around 35% relation of family caregivers to the total caregivers.

Okay. Is that number been fairly stable? Or you see it given the environment right now changing or being skewed more towards family?

It's been pretty stable really over the last several years. We just really haven't seen that move that number change primarily, because Illinois is such a large market for us. And that's where we have kind of a higher presence of family caregivers.

Okay. Thanks for taking the questions.

This concludes our question and answer session. I would like to turn the conference back over to Mr. Allison for any closing remarks.

Thank you, operator. I want to thank you all for your interest in Addus and for being part of our earnings call today. We hope you have a great week.

This conference is now concluded. Thank you for attending today's presentation. You may now disconnect.