Greetings and welcome to the Newpark Resources Second Quarter Earnings Conference Call. At this time, all participants are in a listen-only mode. A question-and-answer session will follow the formal presentation. [Operator Instructions] As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, Ken Dennard, Investor Relations for Newpark Resources. Thank you, Mr. Dennard. You may begin.

Thank you, operator and good morning everyone. We appreciate you joining us for the Newpark Resources conference call and webcast to review second quarter 2020 results. Participating from the company on today’s call are Paul Howes, Newpark’s President and Chief Executive Officer; Gregg Piontek, Chief Financial Officer; Matthew Lanigan, President of the Mats business; and David Paterson, President of the Fluids business. Following my remarks, management will provide a high-level commentary on the financial details of the second quarter results and near-term outlook before opening the call for Q&A. Before I turn the call over to management, I have a few housekeeping items to cover. There will be a replay of today’s call. It will be available by webcast on the company’s website at newpark.com. There will also be a recorded replay available until August 18, 2020. And that information is included in yesterday’s press release. Please note that information reported on this call speaks only as of today, August 4, 2020. And therefore, you are advised that time-sensitive information may no longer be accurate as of the time of any replay listening or transcript reading. In addition, the comments made by management during this conference call may contain forward-looking statements within the meaning of the United States federal securities laws. These forward-looking statements reflect the current views of Newpark’s management. However, various risks, uncertainties and contingencies could cause Newpark’s actual results, performance or achievements to differ materially from those expressed in the statements made by management. The listener is encouraged to read the annual report on Form 10-K, quarterly reports on Form 10-Q and current reports on Form 8-K to understand certain of those risks, uncertainties and contingencies. The comments today may also include certain non-GAAP financial measures. Additional details and reconciliation to the most directly comparable GAAP financial measures are included in the press release, which can be found on Newpark’s website. And now with that behind me, I’d like to turn the call over to Newpark’s President and CEO, Mr. Paul Howes. Paul?

Thanks, Ken, and good morning, everyone. While the impact of COVID-19 and the unprecedented market collapse over the past 4 months is unlike anything we have seen in our lifetime, our highest priority remains the health and safety of our global workforce. I am pleased to highlight that while we continue to deliver our essential services for our customers, the precautionary measures we have taken as a company have translated into only a limited number of confirmed COVID cases among our global employees. Additionally, I am pleased to note that our commitment to working safely has not wavered through these volatile times as we achieved a total recordable incident rate of 0.35 through the first half of the year. I remain extremely proud of the performance of our entire organization as we navigate through the one-two punch of the oil and gas industry dislocation, amplified by the COVID-related economic shutdowns. The impact of COVID has proven to be longer in duration and deeper than we originally anticipated, with logistical restrictions and limitations associated with government-led shutdowns around the world having a meaningful impact on planned commercial activity. As we progress through the second quarter, we experienced an elevated effect from COVID, most notably within the EMEA region of our Fluids business where restrictions on movements of personnel and products, along with uncertainty regarding the timing of a COVID recovery, caused activity disruptions and project delays. In our mats business, we’ve also seen the impact from COVID expanded in the second quarter, with the timing of planned energy infrastructure projects being impacted by delays in the issuance of governmental permits as well as supply chain and logistical restrictions. In response to these challenging market conditions, we have moved quickly to take actions aimed at rightsizing the organization in markets where longer…

Thanks, Paul and good morning everyone. I’ll begin by covering the specifics of the segment and consolidated financial results for the quarter and provide an update on our near-term outlook. In the Fluid Systems segment, revenues from U.S. land declined 52% sequentially to $28 million in the second quarter, tracking in line with the reduction in U.S. rig count. The impact of the market collapse was felt broadly across all U.S. land basins, with the exception of the Northeast. While the market activity decreased sharply in the period through reductions in both the rig count and in the number of wells drilled per rig, it’s worth noting that the changing competitive landscape led to a gradual improvement in our market share. Despite executing the necessary cost actions and facility closures, we exited the second quarter with more than a 20% share of the active rigs, a record level for the company. As we anticipated on last quarter’s call, our Gulf of Mexico business fared considerably better than U.S. land, generating revenues of $14 million in the second quarter, reflecting an 11% sequential decrease. In Canada, revenues declined 77% to $3 million in the second quarter. Despite the sharp decline, our performance compares favorably to the overall market rig count, which declined 87% sequentially. Outside of North America, as Paul touched on and as we discussed previously, COVID has had a dramatic impact on customer activity levels, most notably in the EMEA region where restrictions on movements of personnel and products within a number of countries have resulted in significant activity disruptions and project delays. We experienced some level of pullback in all key international markets, with the exception of the Middle East, which contributed $13 million of revenue in the quarter, benefiting from strong activity in Kuwait and higher completion…

Thanks, Gregg. As we navigate through these turbulent times and the uncertainty of when the economy will restart in full, we remain committed to taking the necessary actions to position the company to benefit from the eventual market recovery. So in closing, I would like to share a few thoughts with you on our business. First, I want to highlight that we will remain focused on safety, our most important core value. Second, as we emerge from the current downturn, we will be a leaner organization on U.S. land that will enable us to react more efficiently to fluctuations in the oil and gas markets. Specifically in Fluids, we have moved quickly to right size our U.S. business for a significantly lower rig count. Although the rig count has stabilized in recent weeks, we remain committed to taking additional actions to reduce our footprint further by streamlining the organization, reducing the number of facilities where we operate and optimizing our working capital. Third, our Mats and our international fluids business remain well positioned to take advantage of the eventual market recovery as the COVID pandemic subsides. Our strategy in our Mats business remains unchanged. We will continue to focus on penetrating the Energy Infrastructure markets, predominantly the utility transmission segment. Our Mats business is firmly built on providing differentiated products and services to help our customers reduce their total cost and lower their operating risk while simultaneously having a positive impact on the environment. This has been the foundation of our strategy for many years, which we believe will serve as a growth engine going forward. Similar to our Mats business, we also expect that our international fluids business, particularly in the EMEA region, will rebound to pre-COVID levels once the pandemic subsides. Despite the near-term headwinds from COVID, there’s…

Thank you. [Operator Instructions] Our first question comes from the line of Praveen Narra with Raymond James. Please proceed with your question.

Thanks and good morning, guys.

Good morning.

I guess if we could start maybe on the international fluids side and how we should think about the guide for 3Q, you mentioned that we should probably remain below breakeven on an EBITDA basis for 3Q. I guess I was curious as to whether that entails you guys holding on to unabsorbed costs, given your outlook for international to recover in 2021? And how we should think about your confidence in that forecast?

Sure. So this is Gregg. I will start in terms of addressing the overall margin profile and then kind of hand it over to David to give a little more color on the international outlook and what he sees moving there. But in terms of the cost structure, there’s obviously been a lot of actions taken to date. With the cost takeout that we have done, this business is now, call it – its EBITDA breakeven is roughly $350 million annualized revenue level. Obviously, where we are running right now is about $300 million. So still a modest cash burn coming from the business at the current level. In terms of the margin progression from there, I think it follows the kind of traditional 20s range of incremental margins. Obviously, there is a couple of pieces to it. We have got the COVID issues and the way that, that plays out, you have the overall market activity in the U.S. and to the extent that, that activity starts to pick up, and then as Paul touched on, also acknowledging that we still have some areas of focus on the cost.

Hey, good morning, Praveen. This is David Paterson. Looking at the international, Q2 was very challenging. And I think Italy, especially mainland Europe they were the first geographies to really feel the first throes of COVID. And it was a very swift impact. A lot of operations were shut down really across that whole geography, including North Africa. We are seeing a sort of slight resumption of some activity, but most of the operators are moving very slowly. I think COVID lurks in the shadows. There is some recurring spikes in terms of COVID cases. So I think Q3 in terms of activity will remain fairly flat. Q4, we are definitely seeing some potential upside in activity. And I think it’s really going back into Q1 where some of the recent tender successes we have had in the international markets start to kick in. These projects have been delayed initially probably from mid-Q2, delayed by COVID and then starting to resume mid-Q1 2021, and that’s when we get back to our previous levels.

Okay, that’s helpful. So maybe if we think about getting back to positive EBITDA in the business, obviously, Q4 seems far away, so does Q1. But do you think we can turn EBITDA positive in Q4? Or should we think of it more as an early 2021?

Yes. Obviously, with the variables that I mentioned the unknowns on COVID and the caveat there on the overall ramp of the market activity, I would say our best crystal ball would be that it’s in the EBITDA breakeven range in Q4 and then improving from there. And as David touched on these international projects, that’s where we see – expect to see a more meaningful pickup with some of these projects that were originally slated for Q2 kind of getting pushed back to around the beginning of the year.

Right, great. Okay. And then just last one from me on working capital. You mentioned, not surprisingly, that days spiked, that’s as expected. I guess, how should we think about the target for where they should level out, especially given the reduction in North America and just thinking about how we should think of it in more normalized times or how we should think of maybe a target for end of ‘21?

Yes. I mean, as you look at it – at our Q2 performance, I mean, our recent history, we have been running overall DSOs around 110 range. Obviously, the international business is what lifts it. U.S. is – generally runs below that. When you look at the Q2 performance, with the slowdowns that we saw in the international market, it’s spiked to 125. So 15 days is roughly $15 million of additional receivables, if you look at it that way. And that’s where we see as the offices, the customers’ activities start to open up again, that’s where we would see that bubble, if you will, kind of work its way back down.

Okay, great. Thank you.

[Operator Instructions] Our next question comes from the line of George O’Leary with Tudor, Pickering, Holt & Company. Please proceed with your question. George O’Leary: Good morning, guys.

Good morning, George. George O’Leary: With respect to the North American onshore fluids landscape, it seems like there’s a lot of changes going on with some very large global players that kind of play in that sandbox. You guys have done a good job of taking costs out of the system. I realize, fixed cost absorption just get you at when revenue levels move lower to the degree that they have already. But how would you describe the changes to the competitive landscape today? I mean, clearly, it’s benefited you guys from a market share perspective. Is there more share to capture? And does this maybe allow for better North American incrementals going forward or is there still just too much capacity even – in the market even if we get to some normalized level of activity in the U.S.?

Hey, George. This is David Paterson. U.S. land had a heavy challenging quarter in Q2. There’s a dramatic drop in activity, but we were able to, obviously, gain share in the quarter. And I think if you look at the swift actions we took on the cost lines, significant roof line reduction, significant headcount reduction, other austerity measures through personnel costs, we are definitely positioning ourselves stronger as there is a recovery, right? We are not – I don’t think we are not planning any V-shaped recovery in Q3, Q4. But I think with the market share decision we have, we are well-placed. From a competitive decisioning point of view, we stay very close to our customers. We have been very responsive to their needs, and we deliver best-in-class service quality, right? So I think we remain extremely focused through the quarter. And I think some of our bigger competition and some of our smaller competition lack that focus. And that really underpinned our market share success.

Yes. And just to follow-on a little bit with that, George, clearly, there has been a lot of competitors leaving the space in drilling fluids on U.S. land, which gives us more opportunity to continue to take market share. And as the market recovers, we obviously would see that as providing some wind to our back on revenue. George O’Leary: Great. And then my follow-up question is just on the Mats side of the business, clearly, margins have been a little bit depressed of late. How – just frame for us how you think about long-term margins in that business from an operating margin or an EBITDA perspective? Where do you think we get back to once these kind of COVID issues abate and some of the logistical hurdles abate and revenue kind of normalizes?

Yes. As you look at the Mats business, although we have taken some cost out, we mentioned the 10% reduction in the overall workforce, there isn’t a significant change in the cost structure of the business. So I think the old – the constructs that we are working under still holds. I think your longer term normalized margins, when you get to a reasonable level of activity and utilization on your fleet, etcetera, still holds in that 20% north range. But what remains unclear is just kind of that path of getting back to that. Obviously, there’s a large opportunity on the Energy Infrastructure side, and that’s what we’re continuing to focus on. George O’Leary: Great. Okay. That’s a good segue into my last question. If you think about kind of underlying activity absent COVID levels or underlying kind of shots on goal from a project award perspective, given a lot of those Energy Infrastructure and kind of more industrial end market projects are longer term in nature, how are discussions with customers and how is the kind of marketing strategy going for that business if you think about 2021, 2022, 2023? Just kind of forgetting they are here and now for the moment, given all the noise in the space, just longer term, how are discussions with customers on the outlook for those types of projects on the Mats side?

George, it’s Matthew. I will talk to that one. Look, I think we covered it a little bit in the script. We are continuing to build our customer base there. We have seen some meaningful increases in the number of customers we are talking to. We have also seen sort of – mid-Q2, we saw a drop in activity on the bidding and proposal side, as I think a lot of customers retrenched to working at home, and we have seen that turn around again. So we are feeling more positive about the overall market activity in a – from two things in a post-COVID world, when and if we get to that, but also the nature of the projects that need to be undertaken, we cannot sort of not do critical maintenance on our electricity grid. That’s an essential part of the economy, obviously. So we feel that the critical nature of the projects and the general conversations we are having in bid activity reflect that we will get back to a more robust activity level move forward.

Yes. So looking longer term, we don’t see any fundamental changes in this business. Our strategy is consistent pre-COVID, post-COVID and believe that we have got a robust business that once the utility sector comes back, revenue and profitability will come with it. George O’Leary: Great. Thank you very much for the color.

You are welcome.

There are no further questions in the queue. I would like to hand the call back to management for closing remarks.

Alright. Thank you once again for joining us on the call and for your interest in Newpark. And we look forward to speaking with you again next quarter.

Ladies and gentlemen, this does conclude today’s teleconference. Thank you for your participation. You may disconnect your lines at this time, and have a wonderful day.