00:10 Good day, and welcome to the Ranger Energy Services Fourth Quarter 2021 Conference Call. All participants will be in a listen-only mode. [Operator Instructions] After today's presentation, there will be an opportunity to ask questions. [Operator Instructions] Please note, this event is being recorded. 00:40 I would now like to turn the conference over to Stuart Bodden, CEO. Please go ahead.

00:47 Thank you, operator. Good morning, everyone. This is Stuart Bodden, President and CEO of Ranger Energy Services. I'm joined today by Ranger’s CFO Brandon Blossman. Welcome to the Q4 2021 Ranger Energy Services Analyst Call. 01:03 Before we begin, I would like to recognize the citizens of Ukraine. The Russian invasion of Ukraine has made it difficult to celebrate the most recent run up in oil prices, but the Ukrainians bravery and resilience is an inspiration to us all. 01:17 Regarding Ranger, Brandon and I have been looking forward to speaking with you for some time. We're excited about the basic integration, Ranger's Q4 results and our outlook for 2022. As you may have noted, we have changed our reporting lines to provide greater transparency into our primary service lines. We are now reporting three segments: High Spec Rigs, Wireline and Processing Solutions and Ancillary Services. High Spec Rigs includes production and completion related well servicing work. The Wireline segment includes production and completion related wireline work. Processing Solutions and Ancillary Services includes our Torrent in field gas processing business, Coiled Tubing, Plugging and Abandonment, P&A related Cementing Services and Rentals, and Fishing Tools. 02:10 Like everyone we are experiencing increased demand for our services and better pricing. However, supply chain and labor issues persist and attracting new labor into the industry in particular, remains a challenge. That said, we believe Ranger is set up for a very strong 2022. The High Spec Rigs business continues to perform in line with our aggressive expectations. We are the clear market leader, demand is increasing and we have been successful in increasing price and leveraging the performance of our High Spec Rig fleet. 02:42 The Wireline business has a more competitive landscape. However, both pricing and operational performance are now showing…

04:37 Thank you, Stuart, and good morning to everybody on the call. Let me try to provide some incremental color to our Q4 numbers. First, I'll start at net income. So here net income moved up quarter-over-quarter from a loss of $9 million in Q3 to a gain of $24 million in Q4, that's an increase of $33 million, driven essentially all by the positive impacts of the basic transaction and both on an operational and on an accounting basis. 05:13 The spread between last quarter's numbers and this quarter's numbers and also between the adjusted numbers for Q4 and the unadjusted numbers on both EBITDA and net income are particularly wide. So I'm going to take a little bit of time here to run through all of the adjustments that make up the delta between the net income and EBITDA as reported and as adjusted. So first on the net income, there is an adjustment of $6 million, that $6 million is a release of a tax valuation allowance that is associated with the 2021 tax year. And that is driven largely by the shift from a loss to a gain on the net income tax book basically. 06:03 Now everything else will also be included in the EBITDA adjustments. So here, we posted $9.1 million of adjusted EBITDA from Q4, and as you would expect post the major acquisition the adjusted numbers include meaningful adjustments related to the -- particularly the basic acquisition. So specifically the bridge between an unadjusted $32 million of EBITDA and our adjusted reported number of $9.1 million include the following items; One, a reduction in EBITDA of $37 million, that's net of tax, on the booking of a bargain purchase for the basic transaction, here the minimum reasonable net book value that we…

16:23 Great. Thanks, Brendan. I’d like to spend a couple of minutes discussing the integration of our recent acquisitions. Given the size and complexity of the basic asset acquisition evaluating, purchasing and integrating the basic assets has been the primary focus of the senior management team over the last several months. We are very pleased with our progress today. As noted earlier, incremental revenue and EBITDA from Q3 to Q4 is primarily related to the addition of the basic assets. 16:55 In Q4, we had $42 million of incremental revenue, and approximately $6 million of incremental EBITDA, suggesting a non-optimized pull-through of approximately 14%. Basic was our largest acquisition to-date and we have been very focused on getting it right. With Basic we brought all employees and assets onto Ranger systems on day one. That was not possible with the Wireline acquisitions and although smaller the Wireline acquisitions had been more complex from a systems and processes perspective, we are now giving them increased attention. 17:31 Current asset sales, which includes both basic and some Ranger legacy assets was $8 million at the end of Q4, we expect to wrap up another $2 million to $4 million by the end of the current quarter, we have line of sight to an additional $5 million to $7 million in asset sales before the end of the year, which does not include physical properties. There are seven additional physical properties that we intend to sell, which we believe will realize another $5 million to $7 million. All told, we expect asset and property sales to be more than $20 million in total, with approximately $8 million completed to-date. 18:07 To-date, we've taken 135 rigs out of the U.S. land market through our rig recycling impact program or RRIP. This includes the 120…

23:39 We will now begin the question-and-answer session. [Operator Instructions] The first question today comes from John Fichthorn from Dialectic Capital. Please go ahead.

24:13 Hey guys, nice job in integrating all those deals. It's really impressive. Stuart, you said something on the call that the caught my attention. You said post all these acquisitions you've tripled the size and revenue potential of the company. I'd just love it if you could kind of expand on what that means over the longer term? And maybe also on the potential of these new businesses in the Processing Solutions and Ancillary Services segment if you might?

24:44 Yeah. Thanks, John for the question, appreciate it. I mean, I think kind of how we're thinking about the business is really maybe just take the three segments. On the rig business it is -- it's really kind of all systems go. It's performing exactly like we had hoped, we expect margins to continue to grow, revenue to continue to grow. The Wireline business is very material, it’s not performing as we want, but we really do think that we got our head around it and turning around. And then we have all this upside stuck in our others other service lines. I mean, what I would say is, we're projecting modest growth in those right now and that's really just a function of -- they're pretty new for us, we think in their current state they would just take the normal amount of maintenance CapEx. But what we're really trying to do is to figure out are these businesses that we might actually want to put growth CapEx into which could provide further upside. We will be pretty conservative in doing that. But again, I mean, I think just as we kind of look at the second half of 2022 and then into 2023, we're pretty excited about what we got.

25:51 Great. Thanks a lot guys.

25:56 The next question comes from Don Crist with Johnson Rice. Please go ahead.

26:03 Good morning, guys. How are you all this morning?

26:07 Good morning.

26:09 Can you talk about demand and the basis of the question is, a lot of people have come out on calls over the last six weeks or so. And so the demand was super strong, but then we're hearing a little bit of slow start to the first quarter from some people, due to some of the things that you highlighted in your prepared comments, sand, et cetera. Can you talk about how demand is kind of, ebbed and flowed and where it is going into the second quarter? How do you see it today.

26:43 Yeah, sure. Thanks for the question. And Brandon obviously chime in. So, I think what we saw is, if I just kind of walk through the quarter, I think like a lot of people, we actually had a -- what felt like a bit of a slow start in early January. That was a combination like we did see a holiday impact. And so, I think we saw that, but really started kind of building very steadily through January. February was a short month, there were, if you remember two weather days hit on a Thursday and Friday in the Permian Basin. So we were shut down for four days. So I think all of that combined to make it feel like Q1 was a bit of a slow start, plus -- or kind of started slowly. And then, obviously, as we highlighted, we are seeing frac crew delays and delivery delays, all of that is impacting operations. 27:38 That said, I think we are exiting the quarter at a pretty high run rate and we think that will continue to grow. So we're pretty excited about what we're seeing there. I guess what I'd just say from the last comment is, when I listened to the E&P companies talk, there is still sort of talk of, hey, we're not going to go over invest, we're going to remain disciplined. On the other hand, we're seeing a lot of inbound calls, I would say more inbound calls about equipment then would kind of match that commentary. So it will be interesting to see how that plays out. But what I would tell you is, we're getting a lot of inbound calls right now.

28:19 Yeah. And I'll just wrap it up, Don, with a comment -- a general comment. I think you have parse out the demand versus the logistics of it, so weather early in the year is COVID or weather or supply chain issues, that doesn't mean the demand wasn't there, that means that the systems just stretch so tight that a disruption anywhere along the path means that the effect of that disruption is magnified at the service delivery and at the process. So I think we have a queue of customers that are looking for services that are currently unmet. So again, the demand is there. It is just getting crews that are healthy and out on location and all the supply chain necessary to make sure that service, whether it's a completion of production is going to happen on time.

29:16 Okay. I appreciate the color there. And with the demand being where it is in your eyes, are you able to push meaningful price increases or is there competitors out there that are keeping those prices kind of in check right now?

29:37 I would say we're pretty encouraged by what we've been able to accomplish on the pricing side. Kind of going back to the comments that Brandon made about if you just look at sort of -- as an example, rig rate pricing on our hourly basis. We almost have absorbed all of the lower basic pricing by the end of this quarter. So we're definitely seeing that ability. And on the Wireline side, an example I would give is, I think even 3, 4 months ago to go walk into a client and say, hey, look, we need to put in a standby charge for a day rate, they would have said, we're not going to take it and it's different today, where we're having success doing that.

30:22 I appreciate all the time this morning, I'll turn it back.

30:26 Thanks, Don.

30:28 [Operator Instructions] The next question comes from William Kim with Presidio Asset Management. Please go ahead.

30:41 Good morning, Stuart and Brandon. How are you guys doing?

30:44 Good morning.

30:46 Just I have a few for you today. So if you can just provide some of your time here.

30:52 Are you still writing them down.

30:56 I was looking a bit at your working capital as we go through kind of the growth phase here. There is quite a bit of fluctuation in your receivables and I wanted to kind of get some context around what would you consider a normalized payment term like going forward? If you go back to kind of 2019 to today, we see a range of somewhere between 45 and 75 days, and obviously with the business continue to grow. I want to kind of get better idea of how much working capital usage we can see in 2022?

31:37 Okay. Well, I will take that one of that I have probably way too much color to provide on that, so I'll keep it relatively short. So we're at 63 days currently, we believe that's too long. And we believe we can bring it down. The color around that is that, many of our largest customers have done acquisitions and/or combining those acquisitions with the trends, the movement on to a third-party in the cloud invoicing system, and this all sounds like a lot of noise and unnecessary detail, but it's actually quite meaningful. We have to revamp our side of that process in order to submit and monitor the invoices in these third-party systems. And again, our largest customers have all over the last couple of years moved to these systems. Our largest customers have all done some meaningful acquisitions and have moved some of their acquired customers over to these new platforms. And we -- actually, I think we are ahead of the curve in terms of service providers in providing our side to be fully automated. We have in-house developers, they actually take quite a bit of pride in our ability to build and integrate with these systems. 33:04 But having said all that, there are a lot of delays on our customer side in terms of being able to stand up on their process, which means that our days outstanding lag. This is not because of customer quality, these are global integrated E&Ps. We are going to get paid, but they're having some growing pains with their systems, that's elongating and absorbing working capital on our side. We are very aware of the issue, and we are throwing a lot of internal resources at it. Our current target is to pull down that working capital day sales outstanding by 15 days, which should be about a $15 million to $17.5 million of working capital reduction, keeping revenue constant. 33:51 So anyway, we are very aware of it and we're actually quite pleased with the success of this initiative over the last couple of three weeks. And we expect to easily meet that 15 days of traction target here over the next six months.

34:08 And if I can just add on to that. Just to highlight some things that Brandon said. I mean these are global companies that have acquired major -- I mean we have, not to mention any names, we have customers who acquired a large company 2 years ago and still to this day they haven't integrated onto one system, and now they're saying, well, wait a second, you build our target, you have to build the parent. No, you build the parent, you need to build the target. So it's been a little bit interesting to really sort of dive into it. But as Brendan said, I think we're pretty optimistic that we're starting to get ahead of it.

34:45 Sorry. We're a little passionate about --

34:48 Exactly, sorry. [Multiple Speakers]

34:51That's great color. So it seems like -- if we kind of work through about a 45 to 50 day AR window, there is potential here to kind of get some more capital benefit into the rest of the year, even if we move furthering this up into 25 to 40 rigs, is that kind of accurate?

35:10 That's accurate. Yes, the lower end of our range we would expect the benefit, we would expect that benefit to be offset with the incremental revenue at the higher end of the revenue forecast.

35:24 Great. Thanks. And then moving on to the next question on the well service side, if we look at the hourly rig rates that you're seeing now and the color you gave a minute ago, looking at 5.84 coming out in kind of current quarter. Can we look at that as some sort of normalized run rate going forward? Or is there still some more improvement less that you see out there?

35:53 Yeah. I'll -- so I'm looking at our SVP of well servicing right now. And of course, I'm going to tell him, he needs to keep doing more. So I actually do think that there is still some upside. The market is getting increasingly tight, labor is tight. I think we are starting as an industry, beginning to get to the point. I think we're in a fortunate position that we still have assets that we can put into service if we can get the crews without a lot of CapEx. But you are starting to get to that point where the next rigs coming off the defense line need CAT 4s. They actually need some work on them. So the market feels quite tight, so I think that there is still more upside.

36:35 And I'll just note that on a longer-term historic basis we're nowhere near the margins that we saw in ‘13 and ’14. Given the tightness on the macro side, it would not be unreasonable to expect us to be able to return to kind of a historic, at least maybe not peak number, but better than mid cycle number here as we move through the macro landscape over the next 24 months.

37:04 Got it. Great. Next I want to kind of move into more the Wireline and Ancillary Services businesses. I think this is kind of the first quarter, and forgive me, if I missed it, that you guys gave more of a stage count number. And so, I wanted to see how was that relative to kind of previous years and quarters? Do you have any number in front of you that you can share as far as completed stage count in 2019, ‘20 and in the first half of ’21?

37:40 Yeah. We are happy to circle back with anybody that's interested in historic numbers. We try to have -- historically we've tried to sprinkle that at end of the calls one way or another. The only issue with it historically and still a mismatch between that one set of metrics and the overall results of the segment. But to comparability from once upon a time to post Q2 of last year is going to be colored pretty strongly by the tripling of the size of the completion fleet post acquisition of PerfX in particular versus pre-acquisition.

38:22 Okay, got it. And then on the Wireline side, so it seems that -- are you now dedicating certain Wireline units to P&A work and going forward that revenue will show up only in the Ancillary Service side. It seems like, if you look at previous quarters, that some revenue was taken from the Wireline segment and pushed into the Ancillary Services side. So I kind of want to get a better idea of how assets are dedicated to the Wireline units into each segment? And how you see that going forward?

39:04 So going forward, Wireline will only be in the Wireline segment with one small exception, we do have a P&A business that does use Wireline trucks in the Ranger branded businesses, but that is de minimis in size and in revenue. So for all practical purposes a Wireline truck will sit in the Wireline segment.

39:30 Okay. Got in. The last one just revolves around -- one of the last couples just revolves around your capital structure. So what are the other financing liabilities in the net debt number that you guys provided in the press release.

39:45 That would be the sale leaseback that we did last year on the Milliken facility.

39:53 Okay, great. And just looking at your guidance here, last question I assume. If we kind of take your ongoing G&A number of roughly $16 million and take a midpoint on your revenue guidance and midpoint on your EBITDA margins, let's kind of been playing an $80 million segment EBITDA number and closer to $100 million run rate at year end, is that -- am I thinking about that correctly or am I double-counting there?

40:25 No, I don't think you're double counting. That brings up the comment or conversation on G&A. Ironically I think our internal discussions are around maybe running to light on G&A, so you may be -- we would expect to see G&A at least in the first part of 2022 move up a little bit. And essentially that would be work around ensuring that we're fully optimized and ready to go for another acquisition if that should come into our focus. So we've had a lot of work to do over the last 6 months. And now we're kind of shifting focus to the fire drill getting everything up and running and running well enough to optimizing all those systems and processes. So we are actually actively adding head count and G&A right now to ensure that we are as efficient as possible. We'll see how that turns out at the end of the year, we may be very successful and be able to move back down to the historic G&A number, but it has been -- our people have been stretched very thin on the corporate side over the last 6 months. Let me just to say that.

41:40 Yeah. For sure.

41:43 Great. Okay. Very good. Thank you, guys, both. Great quarter.

41:48 Thanks, William.

41:51 This concludes our question-and-answer session. I would like to turn the conference back over to Stuart Bodden for any closing remarks.

41:59 Again, thank you operator. Again, I appreciate everybody joining the call today. Don't really have much to add. Hope everybody has a nice rest of the day and a great weekend. Thanks everyone.

42:11 The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.