Ingram Micro Holding CorporationINGM
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Ingram Micro Holding Corporation Calix Inc Goldman Sachs Communacopia + Technology Conference 2026

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Period 2026Duration33 minParticipants2

Transcript

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Kat MurphyAnalyst

Hello everybody, and welcome to the Ingram Micro Fireside Chat at the Goldman Sachs Communacopia + Technology Conference. I have the privilege of hosting Mike Zilis, CFO of Ingram Micro. My name is Kat Murphy, and I am the analyst covering Ingram Micro and IT distributors here at Goldman Sachs. We have about 35 minutes for today's session, inclusive of analyst Q&A.

Kat MurphyAnalyst

Perfect. Cool. To get started, I want to talk just more broadly about AI demand.

Kat MurphyAnalyst

It is driving significant uptick in demand for both data center hardware and for edge devices.

Kat MurphyAnalyst

How does Ingram Micro's role in helping customers change when we introduce this net new vector of demand? Does your role look different than it would in more of the traditional fulfillment or distribution capacity? Is this pulling on your core competencies as a distributor with global reach?

Mike ZilisCFO

Yeah. I think the whole AI phenomenon for sure, to answer the very end of your question, is absolutely pulling on core competencies and what we do as a company with the broad technologies we have of 1,500-plus different vendors, 165,000 different customers around the world, that breadth is sort of key. I think what we are seeing in AI right now is kind of two different things. One that we have been calling out a lot in our earnings calls as an area that more than doubled year-over-year, which is GPU and AI infrastructure. From a product perspective, this is the GPU and high-end CPU itself, but also technology with AI embedded in it, AI capabilities embedded in it. That could be networking, server, storage. PCs is a little bit different animal, which I can touch on, but that is not in those numbers.

Mike ZilisCFO

Really what this is large enterprise, and this could be large sole enterprises, it could be hyperscalers, it could be Neo Clouds who are building out data centers. We are participating in that, but a lot of it is more fulfillment, so it tends to be lower margin, gross margin business, but it is very accretive from an operating margin because there is very little cost to serve, and we are not stocking this product, so it is turning very fast, very efficient. The growth of this business is not the sole driver, but a decent driver of the fact that our ROIC year-over-year is actually up 240 basis points in Q2. It is very good business. Now, the other side of the spectrum is really much more nascent, which is more investment into SMB.

Mike ZilisCFO

We are seeing a lot of infrastructure as a service investment there, because SMBs are not going to build out their own data center. They are going to be more firmly planted in kind of hybrid, off-prem, and the like. We see that happening. We see SMB, and we are driving education programs that we call Xvantage Enable | AI through SMB to help them understand where AI is going. But it is a far earlier end of the spectrum there, where POCs need to become more relevant and repeatable, where we will see some of that motion really pick up.

Kat MurphyAnalyst

I want to touch on both of those opportunities, but first, thinking about the role of IT distributors, both in addressing the fulfillment of some of these large AI projects, educating your SMB customers, you are also helping them navigate higher input costs.

Kat MurphyAnalyst

What is the role of Ingram in sitting between both your vendors on one side and your customers on the other in digesting these very significant increases in component costs across the board?

Mike ZilisCFO

Yeah. Anything that is memory related is seeing ASP increases for sure, and some more pronounced than others. I think we are starting to see the rate of increase lessen. We are still seeing ASPs go up, but to a lesser degree in some of those categories in more recently as we exited Q2, for instance, and into the new quarter. There is still ASP increase. Now, what we can do is a handful of things. One, our breadth allows us to get product. So even where it is less scarce because the OEMs are putting less of their production capacity on lower-end spectrum of devices, where there is availability, our breadth allows us to garner access to that. So we can help service the customer.

Mike ZilisCFO

The breadth of the OEMs we have is also a benefit, so even if product may not be available or the ASPs have gone up to such a degree with vendors A, B, and C, we may still have vendors D, E, and F that are still playing in that space, and it could be a viable alternative. So that is where we can really work with those customers. But as ASPs go up, we are not eating that cost. It is a pass-through for us. And in some cases where there may be limited buy-in opportunities to stock inventory ahead of price increases, there could even be a modest benefit from that perspective.

Kat MurphyAnalyst

Gotcha. One more high level, and then we will dig more into the- Sure AI fulfillment opportunity.

Kat MurphyAnalyst

In navigating some of these dynamics around input costs in particular, how are you seeing the ways in which your vendors are navigating the channel changing? Are you seeing an opportunity for a growing distribution TAM or a consolidation at the high end for distributors with a breadth like your own?

Mike ZilisCFO

I think it is. I think we are seeing some consolidation. It plays across a number of different fronts. Certainly, again, the breadth is intriguing to a vendor because through one relationship they can access, in our case, 200 countries around the world, 90% of the world's population. That's an intriguing value prop. I think the other thing that we see play into the vendor relationships is business practices. How we operate, how we think about Foreign Corrupt Practices Act, how we think about how product is handled in an ethical and appropriate manner. It may not be the way a small, local, or sub-regional player may operate, so that too is a value prop that we're going to, more often than not, be on the positive side of any of those sorts of decisions. So that's worked well for us.

Kat MurphyAnalyst

Before we talk more about some of the business segments within Ingram, I want to talk about Xvantage.

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