Escape velocity out of a small base: management describes the business compounding at a rate its own size cannot absorb
The model's full reasoning — Q3 2017 call → NOWe need to determine if management describes the company as being at a point where the rate of accumulation is the dominant fact, with multiples and a sense of being small relative to what's happening. Let's analyze the transcript. Mike Lamach discusses China strategy: "China is a country and Asia is a region would have some of the highest operating margin that we have across the HVAC space even still today this quarter. Historically, we’ve been a Tier 1 and Tier 2 city focus company and largely on applied equipment, and we’ve been very successful there. We’ve penetrated those markets with very high share and often train as a basis of design in many of these projects. What we’ve done over the last two years and you’re seeing it this year in space as we’ve extended to Tier 3 and Tier 4 cities. We’ve also launched both localized ducted and ductless unitary product nationally. We’ve penetrated and are penetrating larger infrastructure projects in subways and airports, and the electronic verticals specifically which is applied. And those three things in Tier 3, Tier 4 cities help drive train as a basis of design in those cities as well. It’s been a formula that we follow for years and it’s been very successful for us. We know that that grow as a large service tail and we know that we grow our margins by leveraging the SG&A and manufacturing base around that. So, to put into context, the strategy has been very successful. We put a PGT in place about two years. We fully localized product portfolio. In unitary duct to ductless, we’ve been there and applied sometime. We added a 178 selling and marketing people onto the street over the last 12 months. And a 165 of those, we put in just since January. So, the project pipeline we’re seeing in China is up 211%, so just speaks for clearly it’s three times larger than what it would have been last year at the same time around that pipeline. So year-to-date, we’ve seen bookings growth in unitary, it’s actually been 40% plus. We’ve had mid 20s revenue growth unitary. Unitary is now 25% of the mix that we have in the equipment in China. We’ve also then able to grow the apply business of twice the market margin rate year-to-date and we’re seeing excellence service growth. So, again, it’s become so successful that it really is -- we classified as price, but we’re growing this accretively to the Company.
| Ticker | Company | Call | Date | Call grade |
|---|---|---|---|---|
| DASH | DoorDash, Inc. | Q3 2023 | 2023-11-01 | C+ |
| SYM | Symbotic Inc. | Q3 2022 | 2022-08-01 | B+ |
| SNOW | Snowflake Inc. | Q3 2022 | 2021-12-01 | A |
SNOW · Q3 2022 → YESThe question is about whether management describes the company as accumulating at a rate that's the dominant fact, using multiples or repeated doublings of its recent past, and treating the base as st...YES Frank Slootman repeatedly frames the current state in terms of multiples of the recent past: product revenue “growing 110% year-on-year” (more than doubling), EMEA “up 174%” and Asia-Pacific “219%”, BUILD Summit registrations “three times last year’s”, Snow Day “ 23,000 registrations”, Data Marketplace “grew 41%”, stable edges “more than 130% annual increase”, Powered By Snowflake partners “growing 137% quarter-on-quarter” and product revenue from them “173% year-on-year”.
DASH · Q3 2023 → YESThe question is whether management describes the company as accumulating at a rate that's the dominant fact, using multiples or repeated doublings of its recent past, and treating the base as still sm...YES The transcript shows management repeatedly framing the business in terms of multiples of its recent past: non-restaurant selection "going from 0 nearly 3 years ago to a multibillion-dollar business that's at scale now growing fast"; grocery GOV "has doubled year-on-year"; international growth "at multiples of what we see around the world"; and new verticals accelerating from the prior quarter.
SYM · Q3 2022 → YESThe question is about whether management describes the company as accumulating at a rate that's the dominant fact, using multiples or repeated doublings of its recent past, and treating the base as st...YES Management repeatedly frames the current state using multiples of recent past activity: backlog more than doubled (from $5.2B to $11.