Earnings Labs

Flowserve Corporation (FLS)

Q1 2008 Earnings Call· Wed, Apr 30, 2008

$83.44

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Transcript

Operator

Operator

Good morning. My name is Cassandra, and I will be your conference operator today. At this time, I would like to welcome everyone to the Flowserve First Quarter Conference Call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question-and-answer session. [Operator Instructions]. Thank you. And now I would like to turn the call over to Zac Nagle, VP of Investor Relations. You may begin.

Zac Nagle - Vice President - Investor Relations

Analyst

Hello, everyone, and thank you for joining us. Welcome to Flowserve's first quarter 2008 investor conference call. Today's call is also being webcast with our earnings presentation via our website at flowserve.com. Just click on the Investor Relations tab to access the webcast and the accompanying presentation. Before we get started with the presentation, I want to make one brief note. For those of you who have accessed today's call through our dial-in phone number and also wish to follow along with the earnings presentation slides on our website, please click the "Click Here to Listen Via Phone" icon at the bottom of the event details page. I'd also like to note that our webcast will be posted on our website for replay approximately two hours following the end of the call. The replay will stay on the site on-demand for the next few months. Joining today are Lew Kling, President and CEO of Flowserve; Senior Vice President, Chief Financial Officer and Latin America Operations, Mark Blinn, and Vice President and Chief Accounting Officer, Dick Guiltinan. Following our commentary, we'll begin the Q&A session. Regarding any forward-looking statements, I'll refer you to the yesterday's earnings release and 10-Q filing and today's earnings presentation slide deck for Flowserve's Safe Harbor topic... Safe Harbor statement on this topic. All of this information can be found on Flowserve's website under the Investor Relations section. I encourage you to read these statements carefully with respect to our conference call this morning. The information in this conference call including the initial statements by management, plus their answers to questions related in any way to projections or other forward-looking statements are subject to Flowserve's safe harbor. Now I would like to turn over to Lew to begin the formal presentation.

Lewis M. Kling - President and Chief Executive Officer

Analyst · Robert W

Thanks, Zac, and good morning. It's a pleasure to welcome you to our 2008 first quarter conference call. I'm pleased to report that Flowserve had a terrific first quarter with continued strong execution and outstanding financial results. We started up the year stronger than expected and are now on track to exceed the full year 2008 target we stated in our fourth quarter 2007 conference call. These record results show the continued strength of our end markets, strong leverage in our income statement, and most important successful execution of our key strategies, which includes significant organic growth, successful operation excellence implementation, SG&A reduction, and margin improvements. The financial results are lower even better than expected penetration of our key end markets, more favorable currency ratios, lower interest rates improved traction on our tax planning initiatives, in our includes confidence in our ability to continue to execute and grow in this environment have bolstered our outlook for our full-year performance. Therefore, we are significantly raising our full-year 2008 earnings per share range to between $5.90 to $6.20. During the next few slides, I will cover some of the quarter's significant highlights, as well as the key performance metrics achieved during the quarter. Then I'll touch on just a small subset of the key global project wins we’ve had over the past year or so, which will highlight more clearly how we are using our global footprint and executing and strategic global locations and key market segments to position the company well for success over the long term. In the back half of my presentation, I will spend a considerable amount of time reviewing what we are seeing and expecting to see going forward relative to our primary end markets. From this discussion, you will be able to gain a clear view…

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Thank you, Lew, and good morning, everyone. As Lew mentioned, we had a terrific quarter highlighted by strong top line growth and significant earnings leverage. Before I review the results, I want to focus on a few factors that impacted the quarter as well as our outlook for the year. First, we saw an increase in sales momentum in our sectors with notable growth in power, chemical, and water. When you couple this with the benefits of operational excellence, we see a positive outlook for the year. We also saw the impact from currency. As we've discussed before, two-thirds of our business is outside the United States, which means two-thirds of our costs are outside the United States as well. So as the revenue benefits from currency, we also see an impact on cost. We did see a benefit in our other income expense line, which reflects the mark-to-market of our hedges on foreign currency. Let me take a moment to explain this. When we enter into an order oftentimes it will be dollar-denominated, but it will be manufactured in Europe in a euro-based cost environment. We believe in hedging future cash flows. So when we take that order in, we will put a hedge in on that dollar-denominated contract anticipating the future cash flows. What you see in the other income expense line is the mark-to-market on these hedges on a sequential quarter basis. Keep in mind that the underlying contract is either sitting in backlog or the receivables is setting in AR. We also saw a tremendous growth in the after-market business, strong growth in after-market order in sales highlighted by a 19% growth in after-market orders in the pump business and a 22% bookings growth in the seal division. Our end user strategies are continuing to gain…

Zac Nagle - Vice President - Investor Relations

Analyst

Operator, we’ll open it up for Q&A now, please. Question and Answer

Operator

Operator

[Operator Instructions]. Your first question comes from Amit Daryanani.

Amit Daryanani - RBC Capital Markets

Analyst

First on the Pump segment, it looks like gross margins were up 320 basis points. I think, Mark, you said 100 basis points was due to a better mix, the remainder 220, how much was that pricing versus operational initiatives and was commodities at all issue over there?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Right. Amit, what I said was that we saw 100 basis point shift. The general rule of thumb is 100 basis point of shift mix approximately equates about 30 basis point margin improvement. So out of the 320 that would explain 30. The other 290, if you look at the implied margins in our projects, you can see that we saw a very good strong improvement there and that's being driven by price, absorption, operational excellence, all of the things. We have seen pricing and we've commented earlier that the pricing in our backlog in '07 was better than the pricing in the backlog in '06, but a lot of this is being driven by volume and operational excellence.

Amit Daryanani - RBC Capital Markets

Analyst

Got it. And then just as a follow-up, on the booking side, it looks like the number is up about 21%, 22% year-over-year. That's kind of a material acceleration in my head. Was there any one-time large contracts that could have potentially helped you guys out and also when you look at the sales activity, the bidding activity that you guys see, is there a reason why you would think that number would slow down materially from here throughout 2008?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Yeah, Amit, we don't comment on bookings going forward. But looking back at the first quarter, it was consistent with the prior quarters and then we did as usual see large projects. There is a lot of projects that are being bid out there and if... going to Lew's comments, the market looks still fairly strong. But going forward, we really won't comment on bookings growth. But I think a point I want to make and we've consistently made, we're very pleased with this growth, but if you look at our business, 10% to 15% organic order growth is tremendous for our business if you see the kind of operating earnings and EPS leverage we can get through our business. So I think an important message is to achieve the objectives we've talked about in 2010, we don't need a real high levels of growth that you've seen now. We are pleased with them and we will continue to drive them, but I want to make sure that point very clear. And also, always keep in mind we are not a quarter-to-quarter business. So things can fluctuate from quarter-to-quarter, but over the cycle, we see good business coming our way.

Amit Daryanani - RBC Capital Markets

Analyst

And then just finally I want to hop off after that, work-in-progress, it sounds like you jumped up quite a bit, was there anything specific that drilled out in terms of something that got pushed out from Q1 to Q2, was that just a normal course of business?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

I think I answered your question around pumps margin, no, there was no unusual items to talk about. I'm sorry, those… in investment.

Amit Daryanani - RBC Capital Markets

Analyst

Actually... Mark, the question was more… the work-in progress inventory?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Something... I had difficulty, yes, you saw that during the course of last year. This is, as we build these large projects for shipment and we talked about this in a second and third quarter last year work-in process thus can be build in anticipation of getting these projects out. So, there is nothing unusual here.

Amit Daryanani - RBC Capital Markets

Analyst

All right, thanks.

Operator

Operator

Your next question comes from Mike Schneider from Robert W. Baird. Michael Schneider - Robert W. Baird & Co., Inc.: Good morning, guys.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Good morning, Mike. Michael Schneider - Robert W. Baird & Co., Inc.: Congratulations. Truly a speculator quarter. And on that line, I am trying to understand the sustainability of what's going on this quarter in Pump margins. I guess so, the couple part question leading to the ultimate question, which is it, the pump after-market margins, are those rising as well, due to price operation excellence, etcetera?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Yes, pricing doesn't change a lot, we talked about over the cycles in the after-market business, but certainly is operational excellence is going to help all of our manufacturing activities, all of our service activities. So we do see some benefit, but it's not as a market is what you're you seeing in the original equipment side. Michael Schneider - Robert W. Baird & Co., Inc.: Okay, then on the original equipment side, so we take a educated guess as to what the margins are between these and it looks like OEM or project margins in Q1 were only slightly down from Q4, despite a significantly seasonal... seasonally weaker quarter. I guess what that bags is this ramp year-over-year in project margin sustainable over there anything unique in the shipments this quarter that would suggest we shouldn't look for the year-over-year increases in the project-related margins?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Yeah, I mean you look at the year-over-year quarter and you can see that margins were up and we do think that is sustainable in your original equipment, and a lot of that is, my comments around pricing in the backlog at the end of 2007, reassure on the traction on the operational excellent is we commented before, we try to get folks focused on the operating margin line in this business. This is good business and you get tremendous leverage on incremental price, but you do want absorption and operational excellence as well. And we are continuing to drive that, and also keep in mind because you look down in the operating margin line, the incremental SG&A dollar with the project is not as burdensome as after-market, because typically at selling related and customer support and a few other items. So and most of the other costs are capitalized in the cost of sales. So, if you are looking at the margins, we have seen improved margin in our project business we started calling it in the third quarter last year for all the reasons we described. Michael Schneider - Robert W. Baird & Co., Inc.: So, to conclude this then incremental margin for the total company this quarter was 27% on the operating line and the guidance seems to imply that incremental margins from here are 20% or less. So, I guess really bifurcating question, if 27% is sustainable, it looks like the real earnings power this year is $7 or more, if it is less than 20%, what factor should we think about just weighing on the incremental margin for the balance of the three quarters because that seems to be what’s implied in the guidance?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Yes. I mean if you look going forward, there is a number of factors, they could impact the margins and things going forward. One is mix and we talked about that. You saw a tremendous lift in the Pump margins from a mix shift as they drove significant 400-basis point operating margin improvement. And there is a number of other factors that we talked about. What happens to the currency going forward in a number of things as you outlook, is we mentioned, this is our outlook for the year at this point. We are certainly confident in our business and there is a number of factors that could impact that, but we don't ... we are not suggesting as there was anything in the first quarter that was unique either way, but you have also seen historically our first quarter... you’ve kind of modeled it over a period of time was our lowest absorption quarter in historical times, we saw good business go through. So, if you look relative to prior periods, the hockey stick that you've seen in companies are just certainly been moderated because we are getting good flow through our factors. Michael Schneider - Robert W. Baird & Co., Inc.: Okay. Congratulations again, guys.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Thank you.

Lewis M. Kling - President and Chief Executive Officer

Analyst · Robert W

Thank you.

Operator

Operator

Your next question comes from Scott Graham from Bear Stearns.

Scott Graham - Bear Stearns

Analyst · Bear Stearns

Hi, good morning.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Bear Stearns

Good morning, Scott.

Lewis M. Kling - President and Chief Executive Officer

Analyst · Bear Stearns

Hi, Scott.

Scott Graham - Bear Stearns

Analyst · Bear Stearns

Nice quarter, but I hopefully got to say that more... was more enthusiasm than I think has already been expressed. A couple of questions I have for you guys. First of all, was there any little minor revenue impact from the consolidation of the joint venture?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Bear Stearns

Yes, there was. It was very small because the acquisition was consummated in the middle of March and so we had roughly a $10 million revenue impact, but it was insignificant to earnings. I think going forward the way you need to look at it is our half of the net income was taken in the income from the affiliates line in the Pump division and therefore on consolidation and so, going forward it will be fully consolidated. In the historical revenues, we are approximately $80 million, so, that ought to help you kind of model it going forward, but it will be fully consolidated, no, wasn’t an impact of working capital because we could even know we took just a partial month of their earnings in consolidation, we had to take their full balance sheet on at the end of the period.

Scott Graham - Bear Stearns

Analyst · Bear Stearns

Understood okay. Now, It looks like you had some benefits from currency in the operating income line that were a little bit higher than what I was thinking about. Is that something that you guys are contemplating some type of hedging to avoid it going the other way with the dollar potentially strengthening over the next 12 to 18 months? Not that it will, but obviously, recently it has been how do we kind of stop that or upon that from going the other way?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Bear Stearns

It's a good point and let me explain this. We do not speculate on hedges. So, we will not put a hedge on making a call just absent and underline on the currency. What would you see in this, let's just think above the operating line and below the operating line. And I will start below the operating line, that's where the market-to-market on our hedges are. So, from one quarter to next then you saw the euro go from $1.46 to $1.58. That's the mark on our notional amount of hedges, above the line, what that is hedging is a dollar denominated contract with euro cost. So, there we really do have hedge when you get down to with the pre-tax line. There may be some timing issues around it, but those were not put in place based on necessarily our call from quarter-to-quarter where the dollar is going to go, they are really designed to hedge the cash flows of the business, because we got a lot of things to work on and we don't want to necessarily just take on necessary currency risk. So, I think that's an important message, so what, these hedges that are sitting down below the line, what their hedging are going to be orders in backlogs or receivables that are sitting on our balance sheet.

Scott Graham - Bear Stearns

Analyst · Bear Stearns

Right, right, and I was talking about the stuff above the operating income line.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Bear Stearns

Yes.

Scott Graham - Bear Stearns

Analyst · Bear Stearns

So, you are aware that the dollar going the other way could impact us and you have strategies in place to kind of keep within a band?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Bear Stearns

Absolutely, that's what it’s designed. You could actually say that some of the margins, receivables that are in backlog are compressed at this point, because they’re dollar denominated revenues with euro cost, and if the dollar strengthens, we will see a benefit from that. Now the offset again is going to be the mark-to- market on our hedge.

Scott Graham - Bear Stearns

Analyst · Bear Stearns

All right. Okay. Last question is there’s some cooperate expenses as you know has been something that's difficult through, I guess the sell side, and perhaps even the buy side to forecast and so, is there any type of color you can give us here, Mark, on, you had a nice decline in cooperate expenses this quarter, is that a trend we should see continue? Do you think corporate expenses may be flat… it's a big number and it moves the needle. So any kind of visibility you can give on this would be helpful.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Bear Stearns

Yes, I can't Scott, I think we've talked about, let me talk about what our goal and our initiatives are, they are around 200 to 300 basis points as a percent of sales, and I guess this is the first time and our discussions got over the last two years where I can say we are there. We are at the high end, but we are going to continue to drive it. I think another thing to consider is if you look '07, '06, '05, '04 we've been certainly impacted by let me just call it generally finance related, compliance related cost. You certainly see in the financial related cost taper off during the course of last year and as we talked about at the end of the year, we do expect our other compliance related cost to go down. Now, you never can anticipate an unforeseen event, but absent those we expect the way we are managing the corporate departments up here, we expect to continue to get scale on that. But it can change from quarter-to-quarter, but we certainly seen an improvement and we're within the range and we are going to continue to drive it.

Scott Graham - Bear Stearns

Analyst · Bear Stearns

So, you would say that last year's number should be a peak at least for the maybe the next 18 months if we kind of look at that on a quarterly basis.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Bear Stearns

Well, again, things can pop up from one quarter the next, sure.

Scott Graham - Bear Stearns

Analyst · Bear Stearns

Sure.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Bear Stearns

But we were continued to drive it at this rate and lower in absence of might that popping up, we are going to continue to do that.

Scott Graham - Bear Stearns

Analyst · Bear Stearns

That's very helpful. Thank you and congratulations.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Bear Stearns

You’re welcome. Thank you.

Lewis M. Kling - President and Chief Executive Officer

Analyst · Bear Stearns

Thank you, Scott.

Operator

Operator

Your next question comes from Charlie Brady from BMO Capital Markets.

Charles Brady - BMO Capital Markets

Analyst · BMO Capital Markets

Good morning, guys.

Lewis M. Kling - President and Chief Executive Officer

Analyst · BMO Capital Markets

Good morning, Charlie.

Charles Brady - BMO Capital Markets

Analyst · BMO Capital Markets

With respect to Flow Solutions margin there, and I know you even sort of building out some of these QRCs and it’s probably impacting some of the margins there, but they've kind of trended down a little bit, is it… we had a temporary trend or has something within that business or maybe a different level of investment caused that margin to kind stay around this level or do you expect to get back up to sort of prior low 20s, mid 20s level?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · BMO Capital Markets

Yeah, again, I won’t comment on forward looking margins, but nothing structurally has changed in that business, but one thing that we have talked about regularly is we are very aggressive on continuing the tech market share. If you recall, they have the number two position in the business and they are focused on taking the number one position and you got to do that with build-out with people and infrastructure and systems as well. They have had very strong investment in their IT systems because as you think about it response time is critical. So they can move engineering around the world 24/7, if they can move manufacturing around the world 24/7, if they can build out QRCs to be proximate to the customer, that's what the customer want. And if you look at all our products, seal just by nature tends to fail more often than any other products, that's just the nature of the seal and oftentimes they are protecting in the environment. So that ability to respond is critical. Now, we are very confident in this business, very excited about its top line growth because keep in mind this is a service business and the after-market service does not grow, it grows far less in the rates that you're seeing this business growth. So nothing structural has changed.

Charles Brady - BMO Capital Markets

Analyst · BMO Capital Markets

Can you give us a sense sort of what the build-out of the QRC looks like today and where that's headed in the next 12 months or so?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · BMO Capital Markets

It's... we could always say we need to build more, but a lot of that’s going to depend on the customer. I mean we are in the process of opening up one in Vietnam in response to a major facility there. So we continue to drive that. We need to make sure we have the right people in place, the right organization and the structure to support it. We can't really look at it like a retail shop in terms of the incremental stores that we put in because it doesn't necessarily mean that need to have a QRC to support a major facility. We may have another QRC or an arrangement where we can run it through either one of our focused factories or one of our LCS plants. So I don't want to look at in terms of incremental QRCs, but we're putting a handful into the ground every year and we will continue to.

Charles Brady - BMO Capital Markets

Analyst · BMO Capital Markets

Yeah, that's helpful. Thanks. With respect to the... on the other expense line and the mark-to-market and the FX, given what you have in place today with your current backlog, should we be building in the next couple of quarters some mark-to-market, I guess income on that line?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · BMO Capital Markets

Well, on that line remember the mark... there are other things in that line item. But one of the biggest drivers in the quarter was the mark-to-market on our foreign currency hedges. That all depends on your outlook on the dollar-euro primarily, but you also have the dollar-sterling and some others as well. Basically on a sequential basis, that's going to mark... you have the mark in the prior period end and whatever the change is, it's going to be your income expense in the subsequent period. So it's much of your column where you think the currency is going to go. And we are now four months into the year with a relatively weak dollar and a strong euro. There is a commentary around where it may go going forward. I think the point that we want to make is, we don't... we're not in the business of unnecessarily taking on that risk. So what we will do is we will put hedges on to make sure that we are hedging the cash flow in the business going forward. It can mark from time to time, but keep in mind there is an underlying asset that's sitting in backlog or in accounts receivable.

Operator

Operator

Your next question comes from Ned Armstrong from FBR.

Ned Armstrong - FBR

Analyst · FBR

With regard to your gross margins, you clearly had an outstanding quarter there. Has that made you re-think the degree to what you can take those gross margins over the long haul or is that more just a case of, things working out really well for the quarter?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · FBR

Well, that's a... I like that question. I will tell you Ned, if I in anyway, give you any indication that we didn't think we had substantial gross margin improvement, I apologize, because I think we do and we always have. So, no, we are not rethinking anything at this point in time. If you clear that back behind the mix you can see that historically we have had very good strong gross margin improvement, over the last couple years and it comes in different ways. A lot of it is certainly in pricing, but if you look across the three divisions, it's in the Pump division, it's good pricing, good project penetration, strong after-market growth, and just great execution. And if you look in the valve business, it's just a whole number of initiatives that they are doing to drive the gross margin. And I could spend all afternoon listing all those initiatives, some of them, which are still yet to come. And in the seal business, the way I look at it is, we’re just focused on top line growth, the gross margin goes from 45 to 44, 44 to 45 or 43.5, we’re not as concerned, we are concerned about continued top line growth in that business. And that's how we are going to invest to grow it. So, I think that the team we have here is we still think we have run way and really all of our P&L line items.

Ned Armstrong - FBR

Analyst · FBR

Okay, and then moving to capital spending, you suggested that the spending would be between $115 million and $125 million for this year. Can you remind us how that spending has been allocated as far as to what type of projects it’s being put towards?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · FBR

Sure. As we talked about last year, we had to build out in India and in China, there is still continued investment there. We are building out our facilities in the Middle East. We are also building our facilities to support the Russian district heating opportunity, which we think is tremendous. We will be spending money in South America, see the theme there is either we have existing facilities that we can add products to and capabilities to or we make greenfield some facilities and locations where they market opportunities are. One thing will suggest is, we don't feel like we are in every place, that we ultimately need to be. So, there is still some build-out opportunity to capture additional market share. I think another thing, another general theme if you look at it is, we will continue to spend as we did last year. Your P Systems, that's critical to our business and we have seen very good progress in that. So, we will continue to invest in that going forward. I think another thing that we talked about is our certainly some of our automated machinery. In these high-volume factories, what we are doing is putting computerized machinery, if you think about the machine, the machine is these days often times it's a different person. He is a computer operator, very sophisticated and very capable. And so what that does allow very high volumes of manufacturing to occur 24/7 and then finally a common theme we talked about is in our QRCs. That's where we are going to be investing our money going forward. So, as we talked about on the year-end call, the fact that we had the balance sheet and the opportunity to put this type of capital to work is very exciting for us.

Ned Armstrong - FBR

Analyst · FBR

Do you think of the return on capital spending in terms of sales generated for every ex-dollars of capital investment that you make or does it make sense to think about that way in your mind?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · FBR

Yeah, that's part of the equation. The way we look at it net, net is internal rate return on investment. And I can tell you one thing, we are targeting and driving towards 15% consolidated margins. So, you could assume that anything... there aren't many things, if they need to come across our desk that are less than that amount in terms of an IRR. Now one thing we will always invest in is certainly safety. Because we think that has a very high pay-off in our business. So, we will... that's the way we look at our business. It kind of take a step back. We really look at it through the eyes of our shareholders. We are focused on their cash flow. That's why we head your cash flows and we want an internal rate to return to provide to the shareholder.

Operator

Operator

Your next question comes from Karen Finerman from Metropolitan Capital.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Metropolitan Capital

Karen?

Karen Finerman - Metropolitan Capital

Analyst · Metropolitan Capital

Can you hear me? Can you hear me?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Metropolitan Capital

Yes.

Karen Finerman - Metropolitan Capital

Analyst · Metropolitan Capital

Congratulations on a fantastic quarter. Two questions, can you give a little more clarity on the tax rate, and also on the OEM after-market mix? In 2010, do you have any sense of where you think that mix will be? I was sort of thinking you’re starting to head back towards more toward after-market business, but maybe not with these bookings maybe that's not the case.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Metropolitan Capital

Let me start with the second one. I mean I think you do need to look at the bookings as an indicator of where mix may go. Now one other things that we commented, we got this term here called booking ship. And that primarily relates to the after-market. Those are quick turn products and that's what you saw tremendous growth than in the first quarter. So, that's on the heels of our end user strategy. But, a general theme is at least over the short and intermediate term, we would expect to see more of a bias towards original equipment as our bookings mix for the third… first quarter was 70/30 and if you look over the course of last year, it was 65/35. Commenting out into 2010, there is a number of factors and I won’t call a specific amount going forward. But we will continue to drive our end user strategies, which we think we will drive the after-market growth. And as Lew commented, there seems to be a lot of projects still coming online. So I really can't call exactly where that mix is going forward. But we saw a fairly significant shift to last year and you can look over this year and see where the shift may go. So going forward over the short term that we do see more original equipment again which is good for our business, high margin business, good price. Commenting on the tax rate, a couple of factors here. If you look at the tax profile of countries around the world, it’s… increasingly the United States have become the highest tax jurisdiction. So what we've seen is tremendous earnings growth in our foreign facilities, a lot of them that support the Middle East that are typically in lower tax jurisdictions. That's one thing that's driven our rate down. Also tax planning. We talked about this over the period of time and we've been spending a lot in tax planning and there were some things as we look over the horizon that we may see... we anticipate seeing a benefit in our tax rate this year. That's what caused us to take our tax rate down below the 30% to 35% range. Always keep in mind that with the disclosure rules in FIN-48, it does create volatility in our tax rate, but on a systemic basis, we do see our tax rate going down. It may be volatile in and around that rate, but it is improving. And we'll continue to guide on that and provide information updates on the quarter- to-quarter basis as we get more visibility into our annual tax rate.

Karen Finerman - Metropolitan Capital

Analyst · Metropolitan Capital

All right. Fantastic job, guys.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Metropolitan Capital

Thanks, Karen.

Operator

Operator

You have a follow-up question from Mike Schneider from Robert W. Baird. Michael Schneider - Robert W. Baird & Co., Inc.: Mark, just sticking with this idea of pricing within the Pump division to understand where margins are going. Are you able to determine what you believe the embedded margin is in the projects you booked or you have booked in backlog? And if you are, do you sense that that number is actually… will sequentially improve as you work through deeper layers of the backlog?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Let me answer your first question first. Yes we absolutely have line of sight into the margins, both gross and operating margins in our backlog. We have a very disciplined sales and operation process that we go through and look at every project, build up the cost, look at where we're going to manufacture across the factory, and we create what's called an in-multiplier. We don't talk publicly about that because obviously that's precious information out in the marketplace, but also we monitor the out-multiplier as well to determine what we can do better or what we did right. So there is a very disciplined process of looking at orders, not only in the Pump business, but in the valve and seal business as to orders are going to our backlog. Commenting on the margins going forward, I don't want to comment specifically on project margins. You've seen them steadily improve over the last four or five quarters, which does indicate a couple of things. One, that we have seen improved price and if you look at the way, Lewis, described the markets out there, it's strong environment for price right now. But also, volume, operational excellence, absorption, all those factors, I would say played a significant factor in our gross margin improvement. Michael Schneider - Robert W. Baird & Co., Inc.: Okay. And I guess, in terms of revenue guidance, I don't believe we saw an update on that, can you give us a sense of what your revised number is for the year?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

We didn't guide on revenue this year. We just went right to EPS. Michael Schneider - Robert W. Baird & Co., Inc.: Okay.

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

So, we haven't provided, I think the only things in my comments to factor into your thought process and Lew’s comment is one, we do see longer-lead times on projects, like in other factories, there is going to be a impact from Niigata Worthington acquisition, which will see more fully baked in as they are fully consolidated for the rest of the year for that matter and also we saw good sales momentum in the first quarter. Michael Schneider - Robert W. Baird & Co., Inc.: And then, Mark, just on modeling the balance of the year, so the OEM, after-market mix of orders, this quarter, it’s 70/30, as I think a kind of a peak ratio or peak mix for projects that I can recall. But, when modeling the balance of the year and even in '09, it is unlikely the actual mix of revenue in Pumps ever reaches that extreme for it, because after-market does have a huge element of booking ship, it might right in... in that project?

Mark A. Blinn - Senior Vice President, Chief Financial Officer, and Latin America Operations

Analyst · Robert W

Well, yes, I mean I think if we continued to execute on our end user strategies you are exactly right, because the booking ship inter-period which will occur, we will get booked and shipped. Before you and I talk next time we will be in those numbers going forward. So, I think that's certainly a fair comment, but I don't want you to ignore the fact that we have seen consistently a strong bias towards original equipment relative to the mix this quarter and that's going to impact at it as well.

Operator

Operator

There are no further questions. Mr. Nagle, do you have any closing remarks?

Zac Nagle - Vice President - Investor Relations

Analyst

Yes, I would like to thank you everyone for joining today and we look forward to speaking with you soon.

Operator

Operator

This concludes today's conference call. You may now disconnect.