Alta Equipment Group Inc (ALTG) 2025 Q4 法說會逐字稿

Good afternoon and thank you for attending today's Alta Equipment Group fourth quarter and full year 2025 earnings conference call. My name is Reagan and I'll be your moderator for today's call. I'll now turn the call over to Jason Dammeyer, Vice President of accounting and reporting with Alta Equipment Group. Please proceed.

Thank you, Reagan. Good afternoon, everyone, and thank you for joining us today. A press release detailing Alto's fourth quarter and full year 2025 financial results was issued this afternoon and is posted on our website, along with a presentation designed to assist you in understanding the company's results.

On the call with me today are Ryan Greenawalt, our Chairman and CEO; and Tony Colucci, our Chief Financial Officer. For today's call, management will first provide a review of our fourth quarter and full year 2025 financial results. We will begin with some prepared remarks before we open the call for your questions. Please proceed to slide 2.

Before we get started, I'd like to remind everyone that this conference call may contain certain forward-looking statements, including statements about future financial results, our business strategy and financial outlook, achievements of the company, and other non-historical statements as described in our press release.

These forward-looking statements are subject to both known and unknown risk, uncertainties, and assumptions, including those related to altered growth, market opportunities, and general economic and business conditions.

We have based these forward-looking statements largely on our current expectations and projections about future events and financial trends that we believe may affect our business, financial condition, and results of operations.

Although we believe these expectations are reasonable, we undertake no obligation to revise any statement to reflect changes that occur after this call.

Descriptions of these and other risks that could cause actual results to differ materially from these forward-looking statements are discussed in our reports filed with the SEC, including our press release that was issued today.

During this call, we may present both GAAP and non-GAAP financial measures. A reconciliation of GAAP to non-GAAP measures is included in today's press release and can be found on our website at investors.altaequipment.com. I will now turn the call over to Ryan.

Thank you, Jason, and good afternoon, everyone. We appreciate you joining us to review Alta Equipment Group's fourth quarter and full year 2025 results. I'll begin with an overview of our performance, highlight trends across our business segments, and outline how we're positioning Alta for long-term value creation as we look toward 2026 and beyond.

We finished the year on a solid note. After operating through nearly two years of elevated inventories, tariff-driven cost pressures, and broader macro uncertainty, we are entering 2026 with a noticeably healthier backdrop.

Fourth quarter demand for new and used equipment rebounded meaningfully. Lower interest rates, tax clarity following the one big, beautiful bill, and improving customer sentiment all contributed to a more constructive environment heading into the new year.

As expected, we experienced seasonal declines in product support and rental, and the early onset of winter in several of our northern markets amplified that pullback. Even with that impact, while quarterly performance came in short of expectations, we delivered a record quarter for equipment sales.

Inventories are starting to normalize, competitive discounting is moderating, and customers are returning to more typical fleet replenishment cycles across both construction and material handling segments. Importantly, the broader economic data aligns with what we are seeing in order activity. Construction employment posted one of its strongest gains in more than two years, and manufacturing employment turned positive for the first time since early 2023.

The tone in the market has improved, and we are beginning to see that translate into real demand.

Turning to our construction segment, we exited 2025 with real momentum. Our strategy remains intentionally anchored to customers tied to long-term, fully funded infrastructure programs. That discipline continues to provide visibility and stability, particularly as we enter 2026.

Florida stands out as a key growth driver with a significant pipeline of transportation projects set to begin in the coming quarters. Across our broader footprint, quoting activity is already running ahead of where we started in 2025 and encouraging leading indicator.

Dealer inventories are normalizing, competitive intensity is easing, and we are beginning to see early restocking behaviour. Importantly, demand for high value specialty equipment remains strong.

A great example of our differentiated value proposition with Volvo. Our team, Michigan team, sold the first two Volvo EC 950 ultra-high reach machines globally. These units are purpose built for heavy demolition, one of the toughest, most demanding end markets. That win speaks to Alta's technical expertise, our deep customer relationships, and the strength of the Volvo partnership in complex applications where performance, safety, and up time are critical missions. Deliveries are scheduled for the second quarter.

OEM pricing support has improved, helping to offset last year's tariff impacts. While OEMs are projecting a stable 2026 market overall, we believe Alta is positioned towards the upper end of that range, supported by our infrastructure weighted customer base, geographic exposure, and our ability to execute in specialized high spec applications.

Turning to material handling, the trend entering 2026 is similarly encouraging. Quote activity has improved meaningfully from late year lows. Bookings strengthened to start the year. Our share position improved, and backlog is up year over year. While it's still early, the direction is clearly positive and consistent with what we're hearing from customers across our regions.

Importantly, given the natural sales cycle and material handling from quote to order to deliver, any meaningful volume acceleration will be second half weighted. What we are seeing today in quotes and backlog gives us confidence in that setup.

Customers are re-engaging in fleet planning as replacement cycles begin to normalize. That's particularly evident in several of our core verticals, food and beverage, distribution, pharmaceuticals, and logistics where activity levels remain steady and capital conversations are becoming more constructive.

With improved OEM pricing support and a stabilizing manufacturing environment, we expect demand to build as the year progresses, positioning 2026 as a year of sequential strengthening with momentum carrying into the back half.

Master distribution delivered double-digit revenue growth in 2025 as we expanded our presence across structurally attractive environmental processing markets, including biofuels, waste, and recycling. While tariffs impacted, while tariff impacts and supply chain timing created meaningfully meaningful margin pressure throughout the year, underlying demand remains fully intact.

Throughout 2025, we demonstrated resilience, sustaining quality EBITDA, generating cash flow, and sharpening our focus on the core. We operated with discipline, we protected margin, and we allocated capital intentionally.

Our M&A strategy remains active but selective. Over the past two years, we have refined our acquisition criteria with greater rigor around cultural alignment, return thresholds, OEM fit, and post-close integration capability. Going forward, we will pursue opportunities that clearly meet those standards, consolidating high-quality independent dealers, strengthening strategic OEM relationships, and selectively expanding complementary capabilities where we see durable returns.

Equally important, the divestiture of non-core assets reflects our commitment to focus and capital redeployment towards higher return opportunities.

If you turn to slide 10, our 2028 and beyond framework, the ambition is clear. Over $200 million of high-quality EBITDA, approximately $1.4 billion in equipment sales, mid to high single-digit annual growth and product support, and a disciplined leverage target of approx. approximately 3.5 times.

That is the profile we are building toward to achieve this, we are executing against 5 strategic priorities.

Sales transformation.

We are aligning the right products, the right people, and the right customers, ensuring we go to market with best-in-class offerings that command leadership positions. Leadership upgrades across material handling, peak logics, and targeted construction geographies are already strengthening execution.

Market volume normalization.

As equipment markets stabilize closer to pre-Covid addressable levels, we are positioned to capture share gains in our strongest regions through coverage density, OEM alignment, and customer intimacy.

Third, scaling growth platforms. Peak Logic and Ecoverse represent scalable growth platforms. Both have credible paths to becoming $100 million dollars plus businesses over time, supported by structural industry tailwinds.

Technology led efficiencies. Our ERP transformation is foundational. It positions Alta for AI enablement, automation, improved data visibility, and structural cost efficiency. We expect meaningful operating leverage while enhancing the customer experience.

And lastly, a destination for skilled trades.

Nearly half of our workforce is in the skilled trades. Investing in the best, recruiting, developing, and retaining top technical talent remains a core competitive advantage and a key driver of customer loyalty.

In closing, we enter 2026 with improving market conditions, normalizing inventories, expanding product support opportunities, and a focused, discipline strategic plan.

The organization is aligned. We are operating with greater clarity, and we believe the industry is turning the corner.

Before turning it over to Tony, I want to thank our more than 2,800 employees for their commitment and resilience, our OEM partners for their continued support, and our shareholders for their confidence in Alta's long-term direction.

Your dedication continues to define who we are and how we win, fulfilling our purpose of delivering trust that makes a difference. With that, I'll hand it over to Tony Colucci to walk through the financials in more detail.

Thanks, Ryan. Good evening, everyone, and thank you for joining us to review Alta Equipment Group's fourth quarter and full year 2025 financial results. Before getting into the details, I want to thank my teammates across Uta for their hard work and dedication throughout 2025. Operating through a challenging environment requires focus, resilience, and commitment, and I appreciate the efforts the team made to support our customers in the business throughout the year.

My remarks today will focus on three areas. First, I'll start with fourth quarter performance, where you'll see the combined impact of strong equipment sales, disciplined fleet reductions, and meaningful deleveraging. Second, I'll discuss full year 2025 results and the financial themes that shaped the year. Finally, I'll walk through our EBITDA bridge from 2025 results to our 2026 guidance and the assumptions that underpin it.

Before I get to my talking points, it should be noted that I would, will be referencing slides from our investor presentation throughout the call today. I'd encourage everyone on today's call to review our presentation and our 10Q- 10k, which is available on our investor relations website at altg.com.

First, starting with the fourth quarter and as depicted on slides 12 through 15.

Alta generated approximately $509 million of revenue in Q4, an increase of $11 million year-over-year. This was driven primarily by higher equipment sales. New and used equipment sales totalled approximately $301 million for the quarter, up $13.8 million versus Q4 2024, and up a notable $90 million sequentially from Q3 2025. Reflecting improved capital investment conditions throughout our customer base.

Importantly, this strong level of equipment sales activity translated directly into strong operating cash flows and balance sheet improvement. Combined with our ongoing fleet rental fleet reductions, the company was able to meaningfully deliver in the quarter with net debt reduced by approximately $25 million sequentially.

Turning to product support, parts and service revenue remained stable year-over-year and totalled $127.4 million for the quarter, despite an early onset of winter in 2025, which made our seasonal downturn more acute than expected. In a quarter with naturally less field workdays, product support margins expanded by 330 basis points, reaching 46.1% in the quarter, driven by pricing discipline and technician productivity.

Rental revenue declined $4.7 million in the quarter, or nearly 10% year-over-year, which was mostly anticipated and directly tied to our continued reduction of the rental fleet. As showed on slide 22, we reduced total rental fleet gross book value by approximately $38 million during the year. These actions supported both improved returns on capital and additional cash generation used to reduce leverage.

Adjusted EBITDA for the quarter was $40.6 million essentially flat year-over-year. While headline EBITDA was stable, the quality of earnings improved with a higher contribution from product support and lower reliance on rental equipment sales. More on that momentarily.

Looking briefly at the segments on slides 13 through 15, material handling generated $15.4 million of adjusted EBITDA, a reduction of $2.9 million versus last year, mainly attributed to lower revenues. Construction delivered $26.4 million of adjusted EBITDA, up modestly year over year as SG&A reductions and revenue mix improvements offset pressure on equipment margin.

And master distribution returned to positive EBITDA in the quarter, mainly reflective of improved volumes and gross margins year-over-year.

Now, moving on to the full year view of 2025 for the year and as presented on slide 16, Alta generated $1.84 billion of revenue and $164.4 million of adjusted EBITDA, down modestly from 2024. To drill in briefly, the year is best understood through three financial themes.

First, equipment markets remain pressured throughout much of the year, particularly in our material handling segment. Additionally, new and used equipment gross margins continued to decline off of 2023 eyes to 14.1%, down approximately 100 basis points year-over-year, reflecting tariff-related impacts, competitive discounting, and continued oversupply in both of our major segments.

Second, we took deliberate actions to reduce capital intensity and reduced our fixed cost base. Rental activity declined primarily by design as we prioritized returns on capital and cash flow episodic and asset-heavy rental revenues.

In terms of the reduction in SG&A, the over $20 million decrease primarily reflects deliberate structural actions we took across the organization, including tighter headcount management, simplification of our operation, and more disciplined spend controls. Importantly, most of these initiatives are not temporary deferrals. They represent a sustained sustainably lower cost base that will improve incremental margins as volumes recover.

Third, and most importantly, earnings quality improved, primarily in our construction business. As detailed on slide 21, the construction segment adjusted EBITDA declined modestly year-over-year. However, product support EBITDA within the segment increased more than $13 million while gains on rental equipment sales declined by approximately $11 million.

This shift reflects a higher contribution from recurring service-driven earnings and a leaner cost structure, resulting in more durable and predictable EBITDA. This shift, alongside the aforementioned reductions in SG&A, improved the underlying operating profile of the segment and it has positioned the construction business for stronger operating leverage as markets normalize.

Now turning now to cash flow and the balance sheet and as presented on slides 23 and 24 in 2025, despite lower EBITDA, also generated approximately $105 million of free cash flow before rent to sell decisioning and $103.1 million after rent to sell decision.

As a result, as shown on slide 24, we exited the year with approximately $249 million of total liquidity, reduced net debt by approximately $25 million sequentially in the quarter, and ended the year at 4.9x net leverage. Deleveraging remains a clear priority as we move through 2026, and based on our plan, we have a path to be below 4.5x by the end of the year.

With 2025 results as context, let me turn our outlook to our outlook and the bridge to 2026 adjusted EBITDA. As shown on slide 28, we begin 2025 adjusted EBITDA.

We begin 200, we begin with 2025 adjusted EBITDA of $164.4 million and bridge to the midpoint of our guide 2026 guidance of $180 million. Overall, this bridge reflects disciplined execution and a normalization of activity toward long-term historical levels, not a return to peak conditions.

We expect new and used equipment volumes to recover modestly as industry activity reverts closer to long-term averages across both material handling and construction. We expect this recovery to be second half weighted, specifically in the material handling segment. Alongside that, equipment margins are expected to improve modestly, driven by a healthier mix, better alignment between inventory demand, and less competitive pricing pressures in the marketplace.

Product support is another meaningful contributor as we intend to get back on a growth path in this business line in 2026. As general activity ramps and fleets replaced in priors continue to age, we expect ongoing compounding in parts and service revenue, supported by stable utilization, technician productivity, and pricing discipline.

We also expect modest improvement in rental utilization, even if on a long, smaller rental fleet, consistent with our focus on returns on capital versus fleet growth. In 2026, we expect master distribution to contribute to the 2026 EBITDA does lift as well, reflecting improved volumes and margins as trade and tariff-related conditions stabilize and 2025 OEM price renegotiations take hold.

Offsetting these positives, we expect lower contribution from rental equipment sales consistent with our continued defleeting strategy and longer hold periods to maximize return.

Finally, the bridge includes catch-all adjustments for cost increases, reflecting a higher variable cost associated with increased activity levels, normal inflationary pressures, and ongoing investments to support the business.

Taken together, no single item drives the bridge. Rather, it reflects a cumulative impact of multiple incremental improvements across the business, layered onto a more normalized demand environment and a structurally low structurally lower cost base.

In closing, while 2025 was another challenging operating year for the business, our customers, and our partners, Ulta ex exits the year leaner and better positioned to take advantage of the future as we continue to refocus on our core dealership capabilities and drive earnings, quality, and returns on capital.

Thank you for your time and attention. I'll now turn it back to the operator for Q&A.

Thank you so much. We'll now begin our Q&A session. (Operator Instructions)

Laura Maher, B Riley Securities.

Hi Ryan and Tony, thanks for taking the question. My first question is on reshoring, is any of that translating into real equipment demand today, or should we think of that as more of a 2027 and beyond story?

This is Ryan. I'll take that. I think that that's a longer range, demand driver. It, we're seeing that the benefits of it, especially in the north where we've got an advanced manufacturing economy, but it's too early to be utilizing our equipment. These are sort of, projects that are earmarked but not really active yet.

I would, I would agree with that. I think what Ryan's commentary was on, new manufacturing builds versus just general activity ramping. In existing manufacturing facilities and we would expect some of that to, potentially impact 2026 here.

Great thanks and then on the construction front, do you anticipate any more federal funding coming through?

It’s that like anything at the federal level, hard to handicap. I believe the latest CHIPS Act, infrastructure Act, has, we're probably in the fifth or sixth inning of that money being deployed. We made mention, and Ryan's quote today talked about $14.6 billion of, jobs, here recently that are going to hit the ground. So there's plenty left in the federal kind of quiver if you will, too.

Kind of catalyze the DOT spending or sorry, infrastructure spending for the next couple of years as Laura, we always tend to stick closer to our state DOT budgets, and those just continue to ramp and stay at peak levels. Florida, we're seeing a lot of activity. Michigan had a new roads bill last year. And so, yeah, we feel good that this regardless of what happens here maybe to continue federal spending beyond, the what's been approved, we've got several years left at least.

Thanks.

Thanks, Laura.

Thank you.

Robert Murphy, Raymond James.

Oh hey team, thanks for the time. Just a quick question here on the 2026 guidance. I was hoping you can walk through some of the, scenarios and factors that would kind of drive results to land in both the high and low end of that range, and then kind of derivatively off of that, how much of the year over year improvement from '25 to '26 do you see as kind of being broader macro versus kind of ultra specific initiatives? Thank you very much.

I'll take that one Robert, I think I'm the, you're referring to slide 28, we.

The first part of your question on, what can make it go one way or the other, we're the industry at the, on the construction side in terms of volumes is, got, I think a pretty sober, growth number, somewhere between lat and 5% if you pay attention to, a lot of the prognosticators and larger OEMs that are out there, if that goes higher, I think we can end up on the high side.

Material handling which has been in such a doldrum here, recently we made note in one of our slides of, I think the our market slipped under 30,000 units of ITA which is a long time low, for our markets and to the extent that reverts more heavily and more quickly, you could see the high side of the guide. I think rental utilization.

Getting back to 35%, financial utilization, more quickly than we anticipate, could also do it. So that's just general activity, and then, the big driver I think would be the manufacturing base. We have, we didn't grow in parts and service and material handling last year, and I think to the extent, the Midwest comes back. With activity levels that can meaningfully, have us beat any of those things go the other way, and you could see the downside to the equation, I think to your question on what can we control, what can't we control.

We, we've taken costs out of the business that's going to be an on that that's just ongoing, in terms of initiatives, we're always looking to get lighter, from a fixed cost base, I think on price and quantity, in the product support departments at some level we can control that with our recruiting efforts, to meet demand, with supply in terms of technicians, and then just making sure that we're staying with the market for the.

The service that we provide our customers relative to pricing, so beyond that, we're always sort of beholden in the equipment sales line, to the marketplace, and as you can see in the first two, the first two bars here or columns on the bridge, there's less that that we can control, but we feel good that we're with quoting activity, what we've been through the last two years that we will see some sort of reversion here.

So, I would wait it, 65, 35, to the things that are a little bit more outside of our control. That said, as Ryan mentioned. We've got some sales transformation initiatives going on. We intend to drive share, over the long run with some of those initiatives, and to the extent those take hold sooner rather than later, that that's something that's also in our control.

Okay, great, really appreciate the color there. Just shifting to margins quickly, on the construction side, so new equipment margins look like they were down year-over-year and sequentially, but it sounds like there's some positive indicators there as well on the supply side.

I was just wondering if you could provide a bit more color kind of on that environment, kind of where we're at in the cycle there, and if you've seen any incremental. Improvements, even as 2026 is kind of, we're whatever late February now if there's been indications of improvement kind of as the year's been building here.

Yeah, this has been an ongoing theme now for two years, the continued kind of compression on equipment margins. I do think we believe that the industry as we sit here is still a little bit oversupplied.

You really have to get granular by geography and by product category, but we do think they'll, there'll be some relief, and as it comes down to aggression from our own OEMs as well. To kind of keep things competitively priced for us, but if you kind of pay attention to the marketplace and what publicly has been said by some of our large competitors, we would expect less discounting dollars to be put into the marketplace, in '26 relative to '24 and '25, which means, hopefully, a more com a less competitive environment.

For our products we do think that's a little bit back end weighted relative to the year, but I guess that's how I would answer that one, Robert.

Okay, great, really appreciate it. And then just one more before I turn the line here, just on capital allocation, how do you guys kind of think about, debt pay down? I know you have the leverage targets here for both '26 and '28. How do you kind of balance that with, perspective M&A buybacks and, dividend reinstatement potentially as well? Any color there would be appreciated

Sure, Robert, I think that the, we cut the dividend, the common dividend in Q2 of last year, as we saw kind of the challenges in the business, the leverage moving, higher than we want to be, and until the leverage kind of snaps back to, a more normal level or we feel better about, conditions on the ground, which we do today, but until that kind of turns into results on the P&L and on the balance sheet.

I would expect us to be status quote with using excess cash flow to continue to deliver, Ryan has made mention of, the sticking a little bit cleaner and closer to our defined criteria on M&A, so smaller strike zone that way, so a long way of saying we don't expect to, hit the, bring the dividend back in the short run.

We do have a [10b51] plan in place, for share buybacks which I would say is immaterial relative to just the cash flows of the business, but for now the priority is organic, taking care of, the balance sheet, on an organic basis with our cash flows.

Okay, appreciate it. I'll turn the line here. Thank you very much.

Thank you.

Steven Ramsey, Thomson Research Group.

Good evening. Wanted to start with, you've had six quarters of year EBITDA declines, so Q4 was virtually flat. So, a good trajectory there. Do you feel that EBITDA can show year-to-year growth in all four quarters of FY26, or is it something that builds as we progress through the year?

Steven, it's a really good question, and I do think we're expecting more of a build throughout the year, how that plays out relative to kind of beating quarter over quarter. I would, Q1 is always difficult for us, for those on the call that live in the North, they know that, even this week, we got hit with a day or so were, in the Northeast, for instance, just hard to get technicians on the road.

So, we've had, a little bit of a difficult start here on the just on product support side of the business. So, but there's reason to be hopeful, in Q1, that's a long way of saying I think it will be more back end weighted, the EBITDA beats, and it's slow, so long as we can kind of, get out of Q1 here we have a better look at what, construction activity looks like specifically, we'll have a better barometer, but all told we're expecting, more of the beat to come in the back half of the year.

And part of that is, as we build backlog and material handling, some of the commentary Ryan made about bookings being pretty decent here in the first, in January, February, and those then, those bookings then converting to revenue in the back half.

Okay, that's helpful color and makes sense.

Wanted to hear a bit more on the competitive intensity that's easing up in the construction equipment side of things, and you did not mention that material handling. Maybe it's just different drivers for each segment in the year, but the gross margin cadence. For construction equipment specifically, is that a competitive intensity driven factor primarily, or are there other factors that can support gross margins for construction equipment sales?

So just to make sure. I have it, and things that go beyond competitive pricing pressures that drive margin.

That’s right. How much is the

Yeah, I look, I think that that for sure is number one. It's a this is a mature marketplace where you've got, household names competing for market share every day, and so, what it comes down to is a value proposition, to the customer, whether you can keep them up and running, and that's something that's near and dear to Alta and, the 1,200 mechanics or, 1,300 mechanics that we have on the ground every day.

And so, you can, yeah, you can drive more margin by treating the customers right, and having them be willing to pay to keeping for keeping their equipment up, and running, but beyond that I would say, it's a mature marketplace, pricing matters, and the competitive dynamics with the OEMs, are always at the forefront.

Steve, this is Ryan. The one thing I would add is that the more commoditized the product category, the more it's based on supply and demand and no other factors. So tonight, we featured, we had a high-profile sale of some.

High-end Volvo excavators that are purpose built for tough applications that would be something you could point to that you can hold higher margin where you have a product that really differentiates itself with the competitive landscape.

Okay, that, that's helpful color. And then last one for me, interesting, to hear the long-term or the multi-year targets on Peak Logic and Ecoverse and reaching $100 million of sales for each, unit in 2028.

Can you ballpark the current size and margin profiles of those two units and what the margin profile would be if they achieve those '28 revenue targets?

Sure Steve, you can see Ecoverse just in our master distribution segment it's a one for one, Ecoverse did $67 million this this past year. And I would say, can push well past that, but anyway, that one is a one for one with our master distribution segment.

Peak is probably half of that $100 million today, give or take, and we know that it has the capacity to do more. We've made investments continue to make investments and, in talent in that business, and for those that aren't aware, Peak Logic is, warehouse systems integration group.

And so, I think automated warehouses, we own a software called Pickbro that we're investing in, and so emerging technologies in the warehouse and distribution space, there are several comps out there, multiple comps out there in the universe that are several $100 million businesses, or even billion, several billion-dollar businesses, and.

We've got to take our share of that marketplace and so, the margin profile you can see Steve with Ecoverse in our master distribution segment obviously been impacted here more recently than tariff with tariffs, but I would expect that to scale similar to the profile that it's, it has scaled at previously and then with Peak Logics. Their gross margins are somewhere 30%, maybe north of that, and EBITDA margins in the mid-teens, would be the goal, high [10s] even so to give your perspective.

That’s helpful, everyone. Thank you.

Thank you. (Operator Instructions)

Ted Jackson, Northland Securities.

Thanks very much. I was concerned that maybe my hand did not get raised. Congrats on the quarter, and, I think the outlook that you provided is very constructive.

Thanks, man.

So my first, yeah, my first question, which you actually touched on, I had wanted to touch base with regards to whether, you had an impact in the fourth quarter. The weather's been, pretty, for the, some of your core regions has not been that great in the first quarter either. I mean, how should we think about first quarter, in terms of performance, is it, this is going to be more of a services parts impact, or does it have a big impact on your equipment sales too?

Maybe just a little, maybe if you could just kind of talk a little bit through the first quarter and how we should think about it, given that, I mean, it's some of the worst weather we've seen in, quite a bit of time.

Yeah, Ted, I wouldn't expect it to impact on a year-over-year basis, Q1 wouldn't expect much of an impact in the equipment sales department, for sure, and then obviously we have Florida, which we always, know is a big contributor to our construction business, so equipment sales I would say, less impacted parts and service probably most acutely. As we, try to get technicians on the road, where you may lose a little bit of time, and then rental would be, kind of somewhere in the middle, of the acute impact on parts and service versus equipment.

So, that being said, rental and the material handling business probably not impacted because, it's majority of it's out, indoor, and in construction we have our seasonal low anyway. For the rental business and so again I think maybe a little bit of impact there in the rental side and construction, but, anyway, long winded way of saying parts and service would be where we would see it.

Okay, and then, jumping over to tariffs, you have OEMs that have had more than their fair share in terms of share of exposure obviously you have yourself. I know it's really early with regards to the Supreme Court decision.

But I mean, is that the kind of thing where you have you had any discussions with say like a Volvo, just because it's kind of been one about, what the thought process is with this latest turn of events and what it might mean for their businesses and what it might mean for their pricing and such as we, kind of move forward and then, obviously you know the same thing holds true with Ecoverse and, your own business there and I have a couple more behind me.

And I'll take that one. This is Ryan. That, that's, it's hard to answer, but what I would say is that it's consistent across our OEMs. That we're seeing the decision is a positive that overall we believe this will have create more certainty on the tariff policy and despite the volatility near term with some temporary tariffs, we, it's more of defining what is not possible going forward than what is we kind of knew what the rules of engagement were, and it feels like we're back to the old rules, and that's probably a good thing for just calming the calming the market.

Our OEMs aren't overreacting. It's not, we're not anticipating a big rebate, so to speak. This has been kind of absorbed by the OEMs and by the dealers. We didn't price push a lot of pricing into the market, so don't expect a lot of volatility, trying to clean up a mess in that regard either. So, we take it as a positive. It's going to be. A couple more months of some uncertainty, but we think overall it's creating more clarity.

I mean I don't know about you know you know Volvo per se, but I mean I know from listening to you know like talking to like CNH and a few others that you know they've instituted they haven't fully compensated for all the tariffs, but you know they've taken, 3% to, call it 5% price increases in front of it, so with that kind of in mind, will there be a price adjustment down, or is this the kind of thing where. You know what I'm saying, I'm just going to answer no.

Answer prices never go down. Yeah, I think that likely that's a new high-water mark and we sort of, manage with discounting and supply and demand dynamics, but unlikely that we would see big price decreases going forward.

Okay, then, just shifting over, I got two more questions. Going over to material handling, you're seeing a pickup and, you, you're seeing a pickup in order activity. I know from, listening to High Street Yale and you know what they're trying to do that they have, slowed production to build backlog.

so when you when I when I listen to you talk about material handling and you know in an improving market in a stronger back half. How much of that is being driven by an actual turn and strengthening in terms of actually bookings orders? How much of that is because the current, the fulfilment timeline has been extended because of the actions of high street.

I’m going to say it's the prior Ted. It has little to do with fulfilment to do with.

Yeah, it's.

Bookings because, we've got real, especially on the lift truck side, we've got transparency into what's been booked. And there's that obvious lag time to when it is delivered, but we're seeing booking activity up year over year, and we see that as a leading indicator of a strengthening market.

And are there any particular verticals where you're seeing that, strengthening happen, anything that's kind of what I'm saying, that it's kind of really distinct to alt in and of itself, or is it very generic? In terms of.

I'm not going to, I don't want to speak to the industry volumes because we're sort of, our end markets are dependent on the geographies we serve.

Where we're focused is, making sure that we protect and defend our share of the rider forklifts, our traditional bread and butter, where we've seen some pressure over the last couple years, and that was. Where we're excited to see kind of a snap back on our, on our share and again it's early and we don't report that on a quarterly basis but we're bullish in that regard that we see some of our shares snapping back where it needs to.

Ryan, you sound superstitious I don't want to [jinx] you. My last question, the dialing down of the kind of the rent to sell business and you know that the efforts to improve, your capital utilization, can you just kind of talk about what's the end game for that?

I mean, are we there now or is there more to go? Maybe kind of talk through where you see, the finish line.

Yeah, Ted, we're not quite there yet, we made mention of, trying to get to based on our plan sub 4.5 on our leverage by the end of the year. Now that's predicated on hitting the $180 million of EBITDA, as well as offloading some fleet, that's part of kind of this rationalization program.

And that number is something like $40 million still that we would like to get out of the fleet, so, and we expect to do that, over the next 12 months during the fiscal year. Get through the majority of that, so we still are not hitting the KPIs we need to in the rental business, and we will, we'll continue to pare back the size of the fleet, not just in rent and sell categories, but also in the material handling business if we don't see, appropriate utilization so I would say we're 70% through kind of what we would have deemed as excess, a year or so ago.

Okay, that's it for me. Thank you very much for the time.

Thank Ted.

Thank you all for your questions. That will conclude today's Q&A session and call. On behalf of the company, thank you for joining and participating. Enjoy the rest of your day.