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Edited Transcript of SEIC earnings conference call or presentation 24-Jul-19 8:30pm GMT

Q2 2019 SEI Investments Co Earnings Call

OAKS Jul 26, 2019 (Thomson StreetEvents) -- Edited Transcript of SEI Investments Co earnings conference call or presentation Wednesday, July 24, 2019 at 8:30:00pm GMT

TEXT version of Transcript

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Corporate Participants

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* Alfred P. West

SEI Investments Company - Chairman & CEO

* Dennis J. McGonigle

SEI Investments Company - CFO & Executive VP

* Kathy C. Heilig

SEI Investments Company - VP, CAO & Controller

* Paul Francis Klauder

SEI Investments Management Corporation - Senior VP & MD of Institutional Group

* Stephen G. Meyer

SEI Investments Company - Executive VP & Head of Global Wealth Management Services

* Wayne Montgomery Withrow

SEI Investments Company - Executive VP & Head of Independent Advisor Solutions

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Conference Call Participants

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* Christopher Charles Shutler

William Blair & Company L.L.C., Research Division - Research Analyst

* Christopher Roy Donat

Sandler O'Neill + Partners, L.P., Research Division - MD of Equity Research

* Glenn Edward Greene

Oppenheimer & Co. Inc., Research Division - MD and Senior Analyst

* Robert Andrew Lee

Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst

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Presentation

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Operator [1]

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Ladies and gentlemen, thank you for standing by. Welcome to the SEI Second Quarter 2019 Earnings Call. (Operator Instructions) As a reminder, this conference is being recorded.

I'd now like to turn the conference over to Chairman and CEO, Al West. Please go ahead.

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Alfred P. West, SEI Investments Company - Chairman & CEO [2]

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Thank you, and welcome, everyone. All of our segment leaders are on the call as well as Dennis McGonigle, SEI's CFO; and Kathy Heilig, SEI's Controller.

I'll start by recapping the second quarter 2019, then I'll turn it over to Dennis to cover LSV and the investment in new business segment. After that, each of the business segment leaders will comment on the results for their segments. Then finally, Kathy Heilig will provide you some important company-wide statistics. As usual, we will field questions at the end of each report.

So let me start with the second quarter of 2019. Second quarter earnings increased by 4% over a year ago. Diluted earnings per share for the second quarter of $0.82 represents a 9% increase from the $0.75 reported for the second quarter of 2018. We also reported a 1% increase in revenue from second quarter 2018 to second quarter 2019.

Also during the second quarter 2019, our noncash asset balances under management increased by $3.4 billion. At the same time, LSV assets under management increased by $400 million. These increases in assets under management were primarily due to market appreciation.

Now in addition, during the second quarter of 2019, we repurchased approximately 1.8 million shares of SEI stock at an average price of $53.17 per share. That translates to $97 million of stock repurchases during the quarter.

Finally, in the second quarter, as part of the investments we make to create growth, we capitalized approximately $9.3 million of the SWP development and amortized approximately $11.8 million of previously capitalized SWP and IMS development.

Second quarter 2019 sales events net of client losses totaled approximately $12.7 million and are expected to generate net annualized recurring revenues of approximately $10.8 million. Even though this quarterly -- even though this quarter's sales results are an improvement over last quarter's, we are still not satisfied with our second quarter sales results. We continue to experience slow contract negotiations in this tightly regulated environment, plus we faced continued rollover of the institutional business away from U.S. corporate DB plans. And finally, all our asset management businesses faced fee compression due to the popularity of passive investing.

But there are bright spots. One is that across the company, we have fully engaged sales teams in a lot of activity; two, IMS sales continue to be strong; three, the migration of advisers to SWP is now behind us; and finally, after the close of the quarter, we signed significant new SWP business. Our market unit heads will speak to the bright spots and their specific sales strategies.

Now this concludes my formal remarks, so I'll turn it over to Dennis to give you an update on LSV and the investment in our new business segment. I'll then turn it over to the other business segments' heads. Dennis?

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Dennis J. McGonigle, SEI Investments Company - CFO & Executive VP [3]

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Thanks, Al. Good afternoon, everyone. I'll cover the second quarter results for the investments in new business segment and discuss the results of the LSV Asset Management.

During the second quarter of 2019, the investments in new business segment continued its focus on the ultrahigh net worth investor segment through our private wealth management group and additional research initiatives, including the digital services and hosting opportunity we spoke about in the past and the modularization of larger technology platforms and the stand-alone components for the wealth management and investment processing space.

During the quarter, the investments in new business segment incurred a loss of $3.7 million, which compared to a loss of $3.1 million during the second quarter of 2018. This increase in loss reflects the growth of our private wealth management business more than offset by other areas of investment.

Regarding LSV, our earnings from LSV represent our approximate 39% ownership interest during the second quarter. LSV contributed $37.8 million in income to SEI during the second quarter 2019. This compares to a contribution of $41.1 million in income during the second quarter of 2018. Assets during the quarter were up approximately $400 million. LSV experienced net negative cash flow during the quarter of approximately $2.1 billion, which was offset by market appreciation. Revenue for LSV was approximately $123 million and performance fees were minimal. Our effective tax rate for the quarter was 22%.

I'm happy to take any questions.

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Questions and Answers

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Operator [1]

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(Operator Instructions) And we do have a question from the line of Robert Lee with KBW.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [2]

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Just a quick question on LSV. The -- you mean the apples -- are there any way of kind of characterizing it was kind of maybe one large account? Or was it kind of a sensitive -- was there sort of a lot of rebalancing? Just trying to see if there's any kind of underlying color, if it was a little bit more of one-off or something else from the underneath?

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Alfred P. West, SEI Investments Company - Chairman & CEO [3]

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There's more. The negative flows are really attributed to existing clients. They are moving some assets out, not really lost clients. And they did have about $800 million of new sales in the quarter. So while they're net negative, they are still able to produce or establish new client relationships. Now the value is just -- value is in a tough spot right now.

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Operator [4]

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We also have a question from the line of Chris Shutler with William Blair.

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Christopher Charles Shutler, William Blair & Company L.L.C., Research Division - Research Analyst [5]

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Quick question on currency actually. So the dollar, I think, strengthened a bit versus the pound recently. Just trying -- could you just remind us the sensitivity to revenue and expenses in the segments?

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Alfred P. West, SEI Investments Company - Chairman & CEO [6]

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Sure. So I mean some -- each of the segment we -- should have that impact in our business. We could incorporate that into our comments. Kind of across the company, I'll just make that comment first. The net impact kind of Q1 to Q2 is pretty neutral, we have a slightly negative impact on revenue and a slightly positive impact on expense. When you compare it to Q2 of last year, it's a little bit more significant impact on revenue, but also similarly, a little more significant impact on expense. So again, the net to the company is pretty modest, slightly negative, less than $0.5 million. So across the total company, it's fairly mute.

The business line that it affects a little bit more would be like a Paul's business, Q2 to Q2 comparatives. These revenue numbers probably a little bit -- under $1 million impacted as expense numbers, but positively impacted by about $400,000. So I'd say that it has a little bit more of a larger impact on a net basis. Steve's business in banking, similarly, his revenue was impacted by a negative kind of year-over-year about $1.5 million and expenses positive by a little over $1 million. So it does have a negative P&L impact to his business year-over-year. But across the company, we -- it's almost like we have this natural hedge against given the different currencies we operate in.

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Operator [7]

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(Operator Instructions) At this time, there's no further questions in the queue.

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Presentation

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Alfred P. West, SEI Investments Company - Chairman & CEO [1]

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Thank you. I'm now going to turn it over to Steve Meyer to discuss our private banking segment. Steve?

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [2]

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Thank you, Al. Good afternoon, everyone. For the second quarter of 2019, revenues for the segment totaled $116.1 million, which is down 4.2% as compared to our revenue in the second quarter of 2018. This year-over-year revenue decrease was due primarily to some of the client losses previously announced, along with decreased revenue in our asset management business.

Our quarterly profit for the segment of $8.3 million increased $2 million as compared to the second quarter of 2018. This increase was mainly driven by our continued expense management. Our second quarter profit is up $1 million as compared to our profit in the first quarter.

And turning to sales activity. During the second quarter, we signed $5.4 million in gross processing recurring sales events and approximately a negative $2.7 million in net sales events. Additionally, we had $0.5 million in onetime events. These events included the following: SWP conversion of an existing TRUST 3000 client. An existing TRUST 3000 client has signed to move to SWP and are scheduled to migrate their existing book of business plus a new book of business currently on a competitor's platform to the SEI Wealth Platform in the first half of 2020.

Schroders Personal Wealth. As reported in the U.K. press in November of 2018, SEI will power the new joint venture, Schroders Personal Wealth, forged between the Lloyds Banking Group and Schroders through our existing relationship with Fusion Wealth, which was recently extended until 2025, and we reported in our Q4 earnings call. This event highlights a portion of the new venture's assets scheduled to start to migrate to our platform over the next 12 months. We expect to be -- we expect there to be additional growth events here.

We've mentioned to you before the delays we encountered due to the long and contemplated contract processes we have to go through in this market. This quarter was no different. I'm happy to report that after the second quarter was over, prior to our call today, we signed 2 new deals which represented a total of $16.5 million in net annualized revenue. The first deal was with a long-time client, law firm Dorsey & Whitney, who is scheduled to migrate their existing book of business to the platform in the middle of 2020.

The second deal we are pleased to announce was with CIBC U.S. Private Wealth Management. CIBC, or Canadian Imperial Bank of Commerce, is a leading North American financial institution. Its U.S. private wealth management business offers investment management, wealth strategies and legacy planning solutions. This agreement is significant to SEI for a couple of reasons. Under a new relationship with SEI, CIBC can leverage the SEI Wealth Platform and benefit from the integration of SEI's unique array of comprehensive operating platforms that will address its complex business needs and support its hybrid custody model as it grows in the U.S. SEI solution can support CIBC with a comprehensive set of front-office wealth management capabilities and end-client experiences, coupled with core processing support for both internal and external custody relationship. These events are not included in our sales events reported for this quarter, but will be included with our Q3 sales events.

We are pleased with the addition of these new clients and the momentum we are gaining in new business activity within the segment. And turning to an update on our TRUST 3000 business. In the second quarter, we successfully converted 2 TRUST 3000 clients to the SEI Wealth Platform, Legacy Trust, a client since 2004 and BBVA Compass, a client since 1996. BBVA had previously provided notice to SEI that they were going to go to a competitor, but changed their mind and never deconverted. They decided to stay and ultimately migrated to SWP during the quarter. Both conversions went very well and demonstrated our ability to increasingly scale our implementation strategy as well as prove our value proposition against increasingly aggressive competition.

We also recontracted 3 TRUST clients with contract terms of 3 years or greater. During the quarter, we did receive notice from a TRUST client who we planned to move to SWP, but will be leaving our TRUST platform in 2020. Also, we received notice from 2 clients, one in the U.S. on TRUST 3000 and one in the U.K. on SWP, who have been acquired and their businesses will be moving to their respective acquirers' current platform by early 2020. The impact of these client losses are in the net sales events reported for this quarter.

As an update on the wealth platform backlog, our total signed, but not installed backlog for SWP, is approximately $35 million in net new recurring revenue, or $51.5 million if you include the 2 most recent signings after the quarter. Our asset management distribution business mirrored the global marketplace in which investors remain cautious. While total assets under management ended the period at $22.6 billion representing increases quarter-over-quarter and year-over-year, we did see negative cash flows of $147 million. We continue to build a strong global pipeline in our AMD business.

As we look to the rest of the year, there are a couple of important focus areas for us to note. First, momentum. We are very encouraged on our sales this quarter and the momentum we are seeing in the market and our pipeline as well as the success we are having with implementations of clients onto SWP. Sustainable growth is our focus and I believe we have the foundation for this. While the sales processes are still taking longer than we would like in our market, we are seeing strong and maintained activity.

Second, managing headwinds. At the risk of sounding like a broken record, we still have several headwinds facing us, primarily the impact of lost business that we have previously discussed that will be coming off our platforms in the remainder of the year. While we will continue to manage our expenses judiciously, as we continue to forge through our growth initiatives, these headwinds will have an impact to both our top and bottom line growth in the near term. We continue to push forward to building a foundation for sustainable and accelerating growth.

And lastly, our continuation of our 2019 strategic themes. As I mentioned to you before, the strategic themes are: one, growing our business globally; two, monetizing our investment in SWP; three, implementing our backlog of sold yet to be installed clients; and four, expanding our markets and solutions to provide further growth. We believe that the results of this quarter reflect all of these themes, and we look to continue this progress.

That concludes my prepared remarks, and I will now turn it over for any questions you may have.

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Questions and Answers

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Operator [1]

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(Operator Instructions) First to the line of Robert Lee with KBW.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [2]

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There's a lot of stuff kind of went through quickly. So first on just kind of really numbers thing. Is -- was it $5.4 million of gross sales but $7.2 million of kind of losses or kind of the gross losses? I just want to make sure I have those numbers.

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [3]

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Yes. That's about right. I think it's actually, if you look at it, that would be I believe $8.2 million, isn't it?

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [4]

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Yes. I'll take another look. Yes.

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Alfred P. West, SEI Investments Company - Chairman & CEO [5]

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That's $8.1 million.

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [6]

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$8.1 million.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [7]

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$8.1 million, I'm sorry, $8.1 million total loss?

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [8]

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Yes.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [9]

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Okay. All right. Great. And then just kind of curious, obviously, the expense controls in place, but with the -- should we expect that the pickup in -- post quarter, pickup in sales activity -- I mean if you can refresh memory, when does it pay a sales commission, is it on installation or kind of the signing of the contract? I'm just trying...

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [10]

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Well, it's broken up. And there's a portion of it paid upon signing of contract and then some held. But I think, generally, what you're looking for is kind of an outlook on expense and what I'd say is that, we're going to continue to manage expenses. I feel that we're doing a very good job maybe reallocating the expense we have right now to the priorities. But as we start to grow this, and as I start to push on that sustainable and accelerating growth, we are not afraid to invest or up the expense in light of driving that growth.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [11]

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Okay. And maybe one last question...

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [12]

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Rob, just one thing on the sales to remind you with the new rules. Sales comp remember from accounting standpoint is deferred. So remember that with those new rules, it's deferred now I think till life of the...

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Dennis J. McGonigle, SEI Investments Company - CFO & Executive VP [13]

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Life of that client is generally estimated. You estimate that.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [14]

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Okay. Great. Just kind of curious, so I mean I'm sure with CIBC and the other transaction with the law firm, I'm guessing that's probably been in works for a while. But is it possible any way that you kind of look at that and say, gee, we were able to kind of -- maybe would you attribute the signing of those or the timing of it to anything, I think that maybe the changes you feel like you implemented kind of early on, and kind of help push them through the pipeline faster than maybe they have been moving like kind of accelerated things or...

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [15]

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No. Rob, I think we have a very dedicated and strong group of individuals that have been working for a very long time. And the way I'll classify this is, well, certainly, we've changed some things that I think have helped overall the business. I think this is finally them getting really the credit they're due on the hard work they've put in over the past couple of years. So the CIBC was a long process. All these tend to be longer processes. But I think we're finding ways to look at things a little differently and change and make some slight changes. But I think momentum begets momentum. And I think the one thing we're looking is, we see strong momentum in our pipeline. We're working very aggressively on those deals that we see that can move quickly -- or quicker, not quickly, and we're pushing on them.

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Operator [16]

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We also have a question from line of Chris Donat with Sandler O'Neill.

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Christopher Roy Donat, Sandler O'Neill + Partners, L.P., Research Division - MD of Equity Research [17]

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So just on the 2 signings after the quarter closed, 2 related questions. One is kind of following up on Rob. How long were these negotiations going sort of from start to closing? And pick whatever metric you want for start or whatever point you want to use. And then implementation. How far out will implementation be? CIBC sounds like it's big, I'm thinking it's complicated. Is it quarters away, years away, decades away? A little color.

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [18]

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So Chris, 2 things. I really don't want to pinpoint -- only it's fair to pinpoint to the client how long the exact process took. What I'd say is it was kind of the normal we'd see in this, the contract process, in particular, I think took the elongated cycle that we have been seeing and talking about for a while. As far as implementation, I believe Dorsey announced that I said in the script and I know we went through a lot. We're looking for them to convert into SWP in 2020. CIBC, as you can appreciate, it's a new client, it is a large client, and we're working through project plans now. So I wouldn't want to really put a date on it.

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Operator [19]

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Next question will come from Glenn Greene with Oppenheimer.

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Glenn Edward Greene, Oppenheimer & Co. Inc., Research Division - MD and Senior Analyst [20]

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So a couple of quick questions. So first, can you just remind us where we are on realizing the previously announced client losses?

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [21]

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Explain that, Glenn?

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Glenn Edward Greene, Oppenheimer & Co. Inc., Research Division - MD and Senior Analyst [22]

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How much has been absorbed in the P&L? How much revenue has already hit? How much revenue has come out already from the previously announced losses?

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [23]

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So I'd say the losses we've had that we've announced, and I don't have an exact figure in front of me, Glenn, but I'm going to say anywhere between 1/4 of that loss and 40% of what we kind of estimated or announced from a client standpoint. We still have more to go.

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Glenn Edward Greene, Oppenheimer & Co. Inc., Research Division - MD and Senior Analyst [24]

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Okay. And then the -- you had 3 client losses in the quarter, if I heard right, and 2 were due to mergers. What about the one that did leave or is going to leave in 2020, the TRUST 3000 client, any -- did they give you any reason why they're leaving?

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [25]

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Yes. We don't really want to talk individually about clients. So what I'd say, Glenn, this is -- as you know and have got to know, this is a complex business and development and technology cycles can take a little bit of a time frame or a longer time frame. And sometimes that time frame doesn't match up with the clients’ needs or what they're looking at, and I'd say this one fell in that bucket.

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Glenn Edward Greene, Oppenheimer & Co. Inc., Research Division - MD and Senior Analyst [26]

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Okay. And then finally, CIBC, congratulations. But that's just the U.S. part? Does that mean potentially -- obviously, potentially, but Canada down the road?

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [27]

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What I'd say is it means the U.S. part now. We're very happy with that. But as you know, we're always looking for ways to grow with our clients.

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Operator [28]

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(Operator Instructions) At this time, there's no further questions in the queue.

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Presentation

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Alfred P. West, SEI Investments Company - Chairman & CEO [1]

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Thank you, Steve. Our next segment today is Investment Managers, and Steve Meyer will also address this segment. Steve?

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [2]

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Thanks, Al. And turning to Investment Managers. For the second quarter of 2019, revenues for the segment totaled $109.2 million, which was $11.6 million or 11.9% higher as compared to our revenue in the second quarter of 2018. This year-over-year revenue increase was due primarily to net new client fundings and existing client expansion.

Our quarterly profit for the segment of $40.8 million was $6.6 million or 19.2% higher as compared to the second quarter of 2018. Higher profits were primarily driven by an increase in revenue, offset by a smaller increase in personnel and systems expense. We continue to manage expenses judiciously.

Third-party asset balances at the end of the second quarter of 2019 were $607.1 billion or 3.6% higher as compared to the asset balances at the end of the first quarter of 2019. This was due to an increase in assets due to net new client fundings of $10 billion as well as market appreciation of $11.1 billion.

Turning to market activity. During the second quarter of 2019, we had a very strong sales quarter with net new business events totaling $12 million in recurring revenues as well as recontracts of $23.8 million in recurring revenues. Most importantly, these sales were diverse and spanned our entire business and included both the new-name business and expansion of wallet share with current clients.

These events included the following highlights: in our alternative market unit, in the second quarter, we signed a significant $1 billion credit startup in a highly competitive process. Additionally, we added another client to our growing private equity real estate book of business. In our traditional market unit, we won a large middle office services mandate with an existing client, further expanding our wallet share with that client. In Europe, we continue to win new private equity and private credit mandates from both existing and new clients, particularly related to funds domiciled in Ireland and Luxembourg. Finally, SEI Archway had new sales events in both the single-family office and multifamily office market segments.

We continue to invest in our platforms and see significant growth opportunities in numerous areas, including the private equity and real estate segments, the single- and multifamily office arena, collective investment trust and ETF servicing as well as considerable demand for our front-office investor platform, which is a real differentiator for us, and our middle office solutions. Our pipeline remains very strong, and I'm optimistic of our continued momentum.

That concludes my prepared remarks, and I'll now turn it over for any questions you may have.

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Questions and Answers

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Operator [1]

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(Operator Instructions) At this time -- we do have a question from the line of Robert Lee with KBW.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [2]

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Steve, you probably got away.

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [3]

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Rob, $38.4 million backlog end of the quarter. You're like old reliable.

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Operator [4]

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At this time, there's no further questions in the queue.

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Presentation

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Alfred P. West, SEI Investments Company - Chairman & CEO [1]

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Thank you, Steve. Our next segment today is Investment Advisors. And Wayne Withrow will cover this segment. Wayne?

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Wayne Montgomery Withrow, SEI Investments Company - Executive VP & Head of Independent Advisor Solutions [2]

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Thank you, Al. In the second quarter of 2019, we focused on rebuilding the momentum we lost throughout our migration onto the SEI Wealth Platform. With the migration complete, we also redirected resources toward value-added technology development, client technology adoption and sales activities.

Second quarter revenues totaled almost $100 million, which is essentially flat from the second quarter of last year. These results were positively impacted by market appreciation and a shift of liquidity products into equities. Factors which detracted from these results were net negative cash flow and a slight decrease in our average basis points earned on assets.

Expenses were down $2.5 million from the second quarter of last year and $2 million from the first quarter. Second quarter results include about $1 million in onetime savings. Also included in these results are increased direct costs tied to our asset growth and savings in the technology area tied to the completion of the migration and implementation of the cost-savings measures we began in the first quarter.

Our profit increased $2.7 million from last year's second quarter due to cost savings. Assets under management were $67.2 billion at June 30, an increase of $1.9 billion from June 30, 2018. During the first quarter, our net cash flow was a negative $201 million. While outflows during the quarter were still negative, they are trending in a positive direction. We recruited 81 new advisers during the quarter, and our pipeline of new advisers remains active.

In summary, during the second quarter, we posted good profit results. And while cash flow is not where I would like it to be, the quarter saw a tick up in our momentum. We are focused on reaping the benefits of the SEI Wealth Platform now that we have fully migrated.

I now welcome any questions you have.

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Questions and Answers

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Operator [1]

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(Operator Instructions) First, we'll go to the line of Robert Lee with KBW.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [2]

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Quick question. I mean just talking about the competitive environment a little bit. I mean as Al mentioned upfront, as we all know kind of that the pressure on fees and competition from low-cost alternatives. And understanding that you made some adjustments, I forget exactly when it was, maybe a year or so ago, but are you -- when you look at your kind of product pricing and maybe what kind of feedback you get from advisers, existing, perspective, I mean, is there any sense that changes some of your programs whether it's incremental fee changes or maybe even changing up some of the products that include more passive product? I know you have the ETF product. But just kind of curious just kind of how you're reacting -- steps you're taking to react to the pricing environment?

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Wayne Montgomery Withrow, SEI Investments Company - Executive VP & Head of Independent Advisor Solutions [3]

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Right. So I guess what I'd say is, if you look at it, we're experiencing strong growth in our ETF product line with the purely passive product, and we earn a little bit less on that and that's reflected in the results. A little bit -- so I guess near the end of the first quarter, we entered -- we made a change in our models, and we introduced a passive large-cap U.S. equity fund in the models as an option for advisers that don't want sort of that space to be active. So again, that is a little more -- a little lower fee and it's passive U.S. large cap, so we're now actively marketing that, too. So I think that's the 2 big changes I'd point out.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [4]

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Okay. Great. And then maybe the follow-up. Just -- now that you've completed the full migration, got everyone on it and you've talked about kind of going and refocus attention on the marketplace, I'm assuming that includes kind of then installing the broader platform to capture a broader array of adviser assets. So you -- maybe it's early stages, but are you seeing any early signs that your conversations with the types of advisers you're talking to or filling in -- just trying to fill in your pipeline are maybe larger or more diverse than some of your historic advisers?

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Wayne Montgomery Withrow, SEI Investments Company - Executive VP & Head of Independent Advisor Solutions [5]

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Yes. I would say that the advisers are looking at us for a broader solution than perhaps they looked at before. I don't know that we've necessarily moved very much upstream yet, although I would expect that. And we are seeing some flows of what I -- of non-SEI assets onto the platform as a result of advisers looking for a broader solution.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [6]

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Okay. And I'm just curious, going -- I mean I'm sure the whole -- those non-SEI assets accelerate, but just kind of -- just from a reporting perspective, would those be excluded from your net cash flows as you disclose them quarter-to-quarter?

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Wayne Montgomery Withrow, SEI Investments Company - Executive VP & Head of Independent Advisor Solutions [7]

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All the assets we disclose are flows of the SEI-managed product. We have not yet disclosed SEI-administered product.

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Operator [8]

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And at this time, we have no further questions in the queue.

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Presentation

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Alfred P. West, SEI Investments Company - Chairman & CEO [1]

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Thank you, Wayne. Our final segment today is the Institutional Investors segment. Paul Klauder will report on this segment. Paul?

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Paul Francis Klauder, SEI Investments Management Corporation - Senior VP & MD of Institutional Group [2]

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Thanks, Al. Good afternoon, everyone. I'm going to discuss the financial results for the second quarter of 2019.

Second quarter revenues of $81.1 million decreased 3% compared to the second quarter of 2018. Second quarter operating profits of $41.7 million decreased 2% compared to the second quarter of 2018. Operating margins for the quarter was 51.5%.

Both revenues and operating profits for the quarter were impacted by negative client fundings and currency impact versus the second quarter of 2018. Quarter end asset balances of $88.2 billion reflect a $2.7 billion decrease compared to the second quarter of 2018. This decrease is driven primarily by negative client fundings.

Net sales were a positive $1.2 billion for the quarter. Gross sales were $1.5 billion and client losses were about $300 million. The unfunded new client backlog at quarter end was $1.2 billion, and we would expect the majority of this to fund in the third quarter. The new client signings were diversified across new clients in the endowments and foundations and U.K. Fiduciary Management, including a large new name. We believe our new business focus on longer-term asset pools across all global markets is beginning to pay dividends for the business, and our sales pipeline is strong. We do continue to stay focused on all client situations, especially those in a rebid process or in M&A activity.

Thank you very much, and I'm happy to entertain any questions that you may have.

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Questions and Answers

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Operator [1]

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(Operator Instructions) First question comes from the line of Robert Lee.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [2]

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Great. First thing, just simply, could you repeat what the unfunded pipeline was? Was it $1.5 billion?

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Paul Francis Klauder, SEI Investments Management Corporation - Senior VP & MD of Institutional Group [3]

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So gross sales were $1.5 billion. Losses were $300 million for the quarter. The unfunded new client backlog that is going to be funded is $1.2 billion, and we expect that all to occur in the third quarter. Does that answer your question, Robert?

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Operator [4]

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He removed himself from queue. And there are no other participants queued up.

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Presentation

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Alfred P. West, SEI Investments Company - Chairman & CEO [1]

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Thank you, Paul. And I would now like Kathy Heilig to give you a few company-wide statistics. Kathy?

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Kathy C. Heilig, SEI Investments Company - VP, CAO & Controller [2]

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Thanks, Al. Good afternoon, everyone. I have some additional corporate information regarding this quarter.

Second quarter 2019 cash flows from operations was $157.7 million or $1.02 per share. Year-to-date, cash flow from operations is $217.6 million or $1.40 per share. Second quarter 2019 free cash flow was $137.6 million, and year-to-date free cash flow is $180.2 million. Second quarter capital expenditures, excluding capitalized software, was $10.9 million, which does include expansion of our campus. And the year-to-date capital expenditures were -- excluding capitalized software, were $18.2 million and that includes about $10 million for facility expansion. We project, because we are expanding our facility, that capital expenditures will be approximately another $22 million.

As noted in this release, the second quarter tax rate was 22%, and our effective tax rate could fluctuate as a result of the timing of tax benefit relating to stock option exercises.

We also would like to remind you that many of our comments are forward-looking statements and are based upon assumptions that involve risks and that the financial information presented in our release and on this call is unaudited. In some cases, you can identify forward-looking statements by terminologies such as may, will, expect, believe and continue or appear. Our forward-looking statements include our expectations as to revenue that we believe will be generated by sales events that occurred during the quarter, the benefits we will derive from our investments, our ability to manage our expenses and scale our offerings, the strength of our pipelines and growth opportunities and our ability to execute on and the success of our strategic objective. You should not place undue reliance on our forward-looking statements as they are based on the current beliefs and expectations of our management and subject to significant risks and uncertainties, many of which are beyond our control or subject to change. Although we believe the assumptions upon which we base our forward-looking statements are reasonable, they could be inaccurate.

Some of the risks and important factors that could cause actual results to differ from those described in our forward-looking statements can be found in the Risk Factors section of our annual report on Form 10-K for the year ended December 31, 2018, that we filed with the Securities and Exchange Commission.

And now please feel free to ask any other questions you may have.

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Questions and Answers

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Operator [1]

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(Operator Instructions) And our first question comes from the line of Chris Donat with Sandler O'Neill.

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Christopher Roy Donat, Sandler O'Neill + Partners, L.P., Research Division - MD of Equity Research [2]

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I had one clarifying question for Dennis. Just wanted to double-check with the compensation line on a consolidated basis. Just so there was no severance this quarter unlike the prior 2 quarters. And kind of a related question. Dennis, if you wouldn't mind resaying what the expense recognition is on sales compensation. I'm not sure I caught that as it was part of Steve's discussion earlier.

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Dennis J. McGonigle, SEI Investments Company - CFO & Executive VP [3]

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Sure. So there was minimal severance in the second quarter compared to first quarter particularly. And on sales compensation, under the new accounting rules, it came into play last year. As it relates to some of our business lines as principally in banking and a little bit in Investment Managers services as well, when you have these longer-tailed contracts where delivery of services is over time rather than more immediate, you tend -- you are required to defer the recognition of that sales compensation expense and then recognize it over the life of that client, you estimate the life of that client. So that's -- that was the answer to Rob Lee's question about sales comp relative to third quarter expenses.

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Operator [4]

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And next, we'll go to the line of Robert Lee representing KBW.

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Robert Andrew Lee, Keefe, Bruyette, & Woods, Inc., Research Division - MD and Analyst [5]

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Actually, this one for Steve on SWP. And really in the U.K., could you just update us on kind of what new business flows are like there? And I guess particularly interested in any kind of color as it relates to impacts you're seeing around Brexit concerns. I mean certainly when you look at, at least from the asset management business there, it's kind of suffering through outflows. But what are your kind of clients experiencing with their client portfolios? Or maybe just rebalancing to more conservative investments?

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Stephen G. Meyer, SEI Investments Company - Executive VP & Head of Global Wealth Management Services [6]

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Yes. Well, I think -- as I've said in my write up, I think from an investor standpoint that we're seeing at least on the asset management side, investors remain cautious, and I think that's something we're seeing across the board. Specifically, to U.K., if you ask me about kind of processing clients and processing prospects - investment processing, we continue to see momentum there and activity in our pipeline. I think the announcement of the -- which we talked about, the Schroders Personal Wealth is a great piece of business that is certainly -- that's something that we're looking, that's going to drive growth, and I see a good bit of momentum in our activity there in our pipeline. We have added to the sales force there, and we're hopeful that, that will start to drive more results out of the U.K.

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Operator [7]

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There are no other participants queued up at this time.

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Alfred P. West, SEI Investments Company - Chairman & CEO [8]

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Thank you. So ladies and gentlemen, while sales results were below expectations in the second quarter, third quarter is off to a good start. We remain encouraged by our pipelines and the progress we're making. We believe that the investments we are making in our products and organization will help us benefit from all the changes taking place in our industry.

Now before you go, please note that we are holding an investment -- an investor conference on November 12 and 13 at SBI's Oaks headquarter. Dinner will be served on the 12, followed by the conference on the 13. Please save the date.

Thanks for attending this afternoon, and have a great day.

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Operator [9]

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Ladies and gentlemen, that will conclude our conference for today. Thank you for your participation and for using the AT&T teleconference, you may now disconnect.