Good day and welcome to the Lakeland Industries Fourth Quarter and Year End Financial Results Conference Call. All participants will be in listen-only mode. [Operator Instructions] Please note this event is being recorded. Before we begin, parties are reminded that statements made during this contain forward-looking information within the meaning of the Securities Act of 1933 and the Securities Exchange Act of 1934. Forward-looking statements are all statements other than statements of historical facts, which reflect management's expectations regarding future events and operating performance, and speaks only as of today, April 26, 2017. Forward-looking statements are based on current assumptions and analysis made by the company in light of its experience and its perception of historical trends, current conditions, expected future developments and other factors it believes are appropriate under circumstances. These statements are subject to a number of assumptions, risks and uncertainties, and factors in the company's filings with the Securities and Exchange Commission, general economic and business conditions, the business opportunities that may be presented to you and pursued by the company, changes in law or regulations and other factors, many of which are beyond the control of the company. Listeners are cautioned that these statements are not guarantees of future performance and the actual results or developments may differ materially from those projected in any forward-looking statements. All subsequent forward-looking statements attributable to the company or persons acting on its behalf are expressly qualified in their entirety by these cautionary statements. At this time, I would like to introduce your host for this call, Lake Industries' Chief Executive Officer, Christopher J. Ryan. Mr. Ryan, you may begin.

Good afternoon to you all and thank you for joining our fiscal 2017 fourth quarter and full year financial results conference call. We're going to provide brief opening statements on the status of operations and on our financial results. The call will then be opened up, so that we may respond to your questions. Before we go any further, as you may know from our press release issued earlier today and from our most recent quarterly calls, we present our financial results based on our continuing operations. That will be the case with today's conference call unless otherwise specified. The continuing operations, financial results reflect our ongoing business following our exit from Brazil, which was effectuated in the third quarter of fiscal 2016. Let me start by saying that the two major differentials from last year, FY 2016 to this year, was first peeling off of lower margin product offerings to increase our gross margins, and the loss of one-time revenues and very high profit margins connected to our Ebola and bird flu sales in FY 2016. Now, I'd like to discuss our financial highlights for the fourth quarter. Most notably on a 1% reduction in sales from the prior year period in Q4 FY 2017, we increased our gross profit by 30%, while decreasing our operating expenses by 6%, and went from the loss of $0.3 million to a net profit of nearly $1 million. Our financial results reflect the company's concerted efforts to layer in higher margin and new products. Consolidated gross profit for Q4 FY 2017 was $7.8 million, up from $6.0 million in Q4 2016, driven by sales of higher margin products and targeted at new vertical markets and successful labor and raw material cost management. Gross margin as a percentage of sales in Q4 FY…

Thank you, Chris. The following addresses my review of the fourth quarter and full-year of fiscal 2017 year ended January 31, 2017. The financial results that I discuss on this conference call will be from continuing operations unless otherwise noted. In Q4, net sales from continuing op for $20.3 million, down from $20.5 million for the prior year period. As compared to the year earlier period, overall sales volume was modestly reduced due to global softness in the industrial sector, partially resulting from the continued downturn in the oil and gas industry as well as currency headwinds in several of the foreign countries in which the company has operations, partially offset by increased sales of new products and from entry into new geographic markets. Gross profit increased $1.7 million or 29% to $7.8 million for the three months ended January 31, 2017, from $6 million for the three months ended January 31, 2016. The gross margin was 38.2% this quarter compared to 37% in Q3 FY 2017, and 29.4% in Q4 FY 2016. Gross margins for disposable products, the company's largest product line, improved 14.6 percentage points in spite of the lower year-over-year volume as the company continues to contain costs and maximize production efficiency. Further driving gross margins is the introduction of higher value products to new vertical markets. Reflecting the company's ongoing effort to reduce costs and operate more efficiently, operating expenses decreased to $5.9 million for the three months ended January 31, 2017 from $6.3 million for the three months ended January 31, 2016. Operating expenses as a percentage of net sales was 29.1% for Q4 FY 2017 as compared with 30.8% for Q4 FY 2016. The successful initiatives to lower operating expenses are partially offset by the additional sales force, digital marketing spending and information systems…

We will now begin the question-and-answer session. [Operator Instructions] At this time, we will pause momentarily to assemble our roster. Our first question comes from Mark Rosenkranz with Craig-Hallum Capital Group. Please go ahead.

Hi, great, thanks for taking my questions and congrats on a really solid 2017.

Thank you.

First question, on the gross margin side, it's certainly better than our expectations. You mentioned some new vertical markets and some improved costs. You just talk a little more about what specific vertical markets are kind of aiding that as well the cost structure?

Okay. Well, we're not really following a lot into the cleanroom market, but we are expanding our utility market, and that has a very high gross margin in the U.S. Essentially, what we're doing is we're peeling off some of the very, very low margin businesses in disposables, and just holding on to the high margin business that raises our margins overall. And I think it makes us a more attractive investment. But that's it. We're looking - we're just peeling off low margin stuff and we're going to start filling in with higher margin stuff. We were going to make a real effort and penetration of the utility business, which is very high gross margin, and the cleanroom business without having to expand our production facilities.

Okay, great. That's helpful. And then, on the other side, the geographic market expansion, maybe you can talk a little more. How are the sales people hires, how are they been ramping over the last three months here? And if you could say a little more on which specific markets you'd say you're most excited about going through and coming into the next year here?

Yes. If we separate out, our manufacturing operations in China, because they are sort of grouped together, but if we separate them out because they sell to our sister companies, and we just look at our Southeast Asian sales, they're up about 6%. And one of the reasons - one of the things we are doing is we're - as we said hired salesmen in Malaysia, Thailand, and Indonesia. And it's relatively inexpensive to hire a salesman there as opposed to Europe or the United States. And they tend to get off to a faster start, because there's not as much competition in those countries, again, as there is in the United States or Europe. So sales were up about 6% in Southeast Asia, and that was with a couple areas down a little bit. So China is back in spades, the economy there is very strong. And in most of the Southeast Asian countries, business is very strong. And we still have a lot of greenfields there, because we're just penetrating them. We just opened up our first distributor in the Philippines. Philippine buyers love American products, so it's a lot easier sale there. But Southeast Asia is growing. Their GDP is growing much faster than the U.S. and Europe. And as I said, there is not a lot of competition. So again, we get much higher margins, say, in Southeast Asia than we do in the United States.

Okay. Great. Now, thanks for the color there. That's certainly some exciting developments. Thanks for taking the time.

Okay.

[Operator Instructions] Our next question comes from Peter Muckerman with Raymond James. Please go ahead.

Hey, everyone. Thanks again also for taking my question. I just had a country-specific question. In regards to China and their kind of recent experiences with the bird flu, I was wondering if that benefited you in the last quarter, number one. And then, number two, there's also been a fair amount of chatter in the news world about potential for bioterrorism. And I'm just wondering - hopefully, it doesn't happen, of course, but I was just wondering if there's - if you guys have any leads into homeland security or if that's a market. I'm assuming it's a market for you. But I was just curious to whether if you could add a little color on that maybe. I appreciate it. Thanks.

So, the first one was bird flu in China. Indeed, it is breaking out in China, not to the extent that we saw in the United States in FY 2016. It's spotty, it's all over, in fact it's broken out in Europe too. But these are not the type of situations we saw in the Midwest in FY 2016, where you had 200 farms shut down and 6 million birds killed. These are individual spots. They hit them hard and they hit them fast. Also China, the Chinese government has a big reserve of equipment and garments that they've used for prior things, going all the way for prior bird flu. So they got to run through a lot of those before we see new demand. On the chemical suits, we are seeing some real demand coming out of the Middle East. Okay. Not so much out of the U.S., but we are seeing real demand coming out of the Middle East on our chemical suits.

Okay. Thank you.

There are no further questions. I will turn the call back to management for closing remarks.

Okay. We appreciate your participation on Lakeland's fiscal 2017 fourth quarter and full year financial results conference call. As we are committed to delivering value for our shareholders, we believe this is best achieved for Lakeland Industries through the continued implementation of strategies for effectively managing its balance sheet, controlling expenses and capitalizing on long term global growth initiatives. Important progress has been made in fiscal 2017 and we believe the company is well positioned for fiscal 2018. Thank you again and good-bye.