Sarah Lauber: Yes. I’m chuckling a little bit, Tim, because there’s no numbers there. We usually don’t get that specific on these things. But I guess I’ll put some context around it. When you think about the margin improvements that we’re expecting in Solutions to get to mid-single digits, a lot of that is driven by a lot of the initiatives that are shown pictorially on that page. In addition to the price realization that we’ve been talking about, which really is across our entire business. It is also in that. When you think about the snowfall piece, the negative impact, we’re being very clear that the two changes that we had to make to guidance was really all due to snowfall. So you can get kind of a context of the impact that, that has had negatively, which has been offsetting the internal drivers. The good news is snowfall is temporary. The internal growth drivers that we’ve completed are going to be part of the business going forward.
Operator: The next question comes from Greg Burns with Sidoti & Company.
Gregory Burns: Just in terms of the outlook for the Solutions segment. I know the impact of the strike is kind of unknown. But if you’re expecting chassis supply to be relatively similar to this year. What does that imply for your growth outlook for that business next year? Will you be able to still drive growth there even if chassis supply doesn’t improve meaningfully?
Robert McCormick: Well, there’s two elements to our growth plans within the Solutions group. Things that we control, which we’ve talked about quite a bit today, the internal profit drivers, and we’ve made some excellent progress there in 2023. We’ve got additional plans in the solutions and the attachment side on those initiatives in ’24 and ’25. So we ought to continue to see EBITDA and profit growth on the solutions side, driven by things under our control. The question is, what’s the — what impact will chassis supply have on that. Sarah just talked about whether negating a fair amount of the internal growth drivers, the question will be how does chassis supply impact solutions profit growth next year. So we’re going to get the internal growth factors there.
It’s going to continue. We got the plans. We know what the initiatives are. The teams are executing. If we get — if chassis in ’24 in total look like they did in ’23, you’re going to continue to see sequential solutions profit improvement, right, Sarah? I mean, I think that’s a fair way to look at it. What we’re trying to do here, I’ll go back to a comment I made, right? One of the external assumptions on getting to $3 a share in ’25 was we get some consistent chassis supply, and it returns to some level of historical norms. At this juncture, we do think it’s prudent to say, you know what, let’s just say that’s not going to happen for a while. So now we can go back and our teams can work on trying to determine what additional internal profit driver initiatives that we have to put in place to try and make up for whatever earnings gap that, that creates.
We’re early in our planning process right now. By the time we get to the February call, we’ll be in a much better position to speak to what that looks like. I just think it’s good business. Not to sit back and keep your fingers crossed, keep hoping for something that every 12 months, they push it out another 12 months. I know it’s a long-winded answer, but we’re just — we’re going to get on with — get on with life. We’re going to figure out ways to continue to get to the $3 target even as these headwinds persist.
Gregory Burns: All right. And then on the attachment side, with some of the new products like the non-truck attachments and some of the other things you’re doing to expand your addressable market there. How are those initiatives impacted by low snowfall. Is that — is demand down there? Or can you continue to still grow there just because there are more greenfield and you’re able to take gain market share in those new areas?
