Building systems company Limbach (NASDAQ: LMB) missed Wall Street’s revenue expectations in Q2 CY2025, but sales rose 16.4% year on year to $142.2 million. On the other hand, the company’s full-year revenue guidance of $665 million at the midpoint came in 5.6% above analysts’ estimates. Its non-GAAP profit of $0.93 per share was 20.4% above analysts’ consensus estimates.

Is now the time to buy LMB? Find out in our full research report (it’s free).

StockStory’s Take

Limbach's second quarter was marked by notable revenue growth, but the market responded negatively to the results. Management attributed the performance to continued expansion in its owner-direct relationships, strengthened by both organic efforts and recent acquisitions. CEO Michael McCann highlighted that “ODR revenue rose 31.7%” and now makes up the majority of total sales, reflecting the company’s ongoing shift toward higher-margin, recurring service work. However, discussion on the earnings call revealed that margin gains are expected to ebb and flow due to integration of newly acquired businesses and the evolving mix of contracts.

Looking forward, Limbach’s increased full-year guidance is built on expectations for further growth in its owner-direct offerings and the early contributions from the Pioneer Power acquisition. Management believes scaling the sales organization and broadening the company’s service portfolio will drive both revenue and earnings expansion. CFO Jayme Brooks noted that the integration of Pioneer Power will require a measured, phased approach, stating, “we are approaching our initial projections with a conservative measured outlook.” The company’s focus on proactive customer relationships and converting operational expenditure into long-term capital programs also underpins its outlook for sustainable growth.

Key Insights from Management’s Remarks

Management credited second quarter results to the acceleration of owner-direct revenue and the company’s strategic acquisition activity, while also acknowledging the operational complexities of business integration.

• Owner-Direct Revenue Expansion: Growth was driven primarily by the continued mix shift toward owner-direct relationships (ODR), which now account for over 76% of total revenue. Management cited increased penetration in high-demand facilities and the success of converting reactive maintenance into proactive capital programs.

• Sales Team Investment: The company expanded its sales force with 40 new on-site account managers, aiming to strengthen customer engagement and improve the ability to identify future project opportunities. The hiring of Amy Dorsett as Senior Vice President of Sales was highlighted as key to developing national account strategies and financial-based selling.

• Pioneer Power Acquisition: The acquisition of Pioneer Power, Limbach’s largest to date, broadened the company's geographic and vertical reach, particularly in industrial and healthcare sectors. Management described the integration process as critical, with initial efforts focused on system alignment and process standardization.

• Service Portfolio Diversification: Limbach invested in expanding its climate control rental fleet and digital solutions for building system monitoring, aiming to increase recurring revenue streams and meet emerging customer needs around energy management and sustainability.

• Vertical Market Diversification: Management emphasized that operating across six distinct end markets—including healthcare, industrial, life sciences, and higher education—provides diversification that mitigates volatility from any single sector, supporting steadier long-term performance.

Drivers of Future Performance

Limbach’s updated outlook depends on effective integration of recent acquisitions, continued growth in owner-direct services, and strategic investments in sales and technology.

• Integration of Pioneer Power: Management expects the integration of Pioneer Power to initially weigh on overall margins, as the acquired business has lower starting profitability. Efforts are underway to bring Pioneer’s performance in line with Limbach’s historical averages through system improvements and operational discipline.

• Sales Force Effectiveness: The expanded sales organization is tasked with accelerating transition from short-term, reactive spending to long-term capital programs for customers. This shift is expected to drive more predictable, higher-margin revenue, but management cautioned that the ramp-up for new hires can take up to a year to deliver full contributions.

• Macro and Customer Demand Trends: The company’s end markets, especially healthcare and industrial, remain resilient due to the mission-critical nature of facility systems. However, management acknowledged that broader macroeconomic uncertainty could affect customer spending cycles and timing of project conversions, introducing some variability into near-term growth.

Catalysts in Upcoming Quarters

In upcoming quarters, our analysts will be watching (1) progress on the integration of Pioneer Power and its impact on consolidated margins, (2) the effectiveness of the expanded sales team in converting customer relationships into long-term capital projects, and (3) the pace of ODR revenue growth as the company continues to shift away from traditional construction contracts. Execution of digital solutions and new service offerings will also be key indicators of successful strategy implementation.

Limbach currently trades at $110, down from $133.59 just before the earnings. At this price, is it a buy or sell? The answer lies in our full research report (it’s free).

Now Could Be The Perfect Time To Invest In These Stocks

When Trump unveiled his aggressive tariff plan in April 2025, markets tanked as investors feared a full-blown trade war. But those who panicked and sold missed the subsequent rebound that’s already erased most losses.

Don’t let fear keep you from great opportunities and take a look at Top 5 Growth Stocks for this month. This is a curated list of our High Quality stocks that have generated a market-beating return of 183% over the last five years (as of March 31st 2025).

Stocks that made our list in 2020 include now familiar names such as Nvidia (+1,545% between March 2020 and March 2025) as well as under-the-radar businesses like the once-micro-cap company Tecnoglass (+1,754% five-year return). Find your next big winner with StockStory today.

StockStory is growing and hiring equity analyst and marketing roles. Are you a 0 to 1 builder passionate about the markets and AI? See the open roles here.