OneWater Marine Inc (ONEW) 2025 Q4 法說會逐字稿

Good morning. My name is [Angeline]. I will be your conference operator today.

At this time, I would like to welcome everyone to the conference call.

(Operator Instructions)

I would like to turn the conference over to Jack Ezzell, Chief Executive Officer and Chief Operating Officer. Please go ahead.

Good morning and welcome to OneWater Marine's fiscal fourth-quarter and full-year 2025 earnings conference call.

I'm joined on the call today by Austin Singleton, Executive Chairman of the Board; and Anthony Aisquith, Chief Executive Officer.

Before we begin, I would like to remind you that certain statements made by management in this morning's conference call regarding OneWater Marine and its operations may be considered forward-looking statements under securities laws and involve a number of risks and uncertainties. As a result, the company cautions you that there are a number of factors, many of which are beyond the company's control, which could cause actual results and events to differ materially from those described in the forward-looking statements.

Factors that might affect future results are discussed in the company's earnings release, which can be found in the Investor Relations section of the company's website and in its filings with the SEC. The company disclaims any obligation or undertaking to update forward-looking statements to reflect circumstances or events that occur after the date the forward-looking statements are made, except as required by law.

Please note that all comparisons of our fourth-quarter or fiscal year 2025 results are made against the fourth-quarter or fiscal year 2024, unless otherwise noted.

With that, I'd like to turn the call over to Austin Singleton, who will begin with a few opening remarks. Austin?

Good morning, everyone. Thank you for joining us today.

We finished 2025 with solid results and meaningful progress on our strategic priorities. Industry conditions remain challenging as retail demand continued to normalize from pandemic highs, promotional activity increased, and multiple hurricanes created disruption in key Florida markets.

Against that backdrop, our team executed with discipline and focus. We delivered 6% same-store sales growth for the year, outperforming the broader industry in the categories where we compete.

New boat sales were strong in the fourth quarter. Pre-owned sales remained a standout throughout the year, contributing to solid full-year results. This performance demonstrates our strength and resilience in our model and the depth of our retail network.

We also took thoughtful cost actions and leveraged our flexible operating model to align expenses with demand and protect margins, finishing the year with positive momentum headed into 2026.

Maintaining a disciplined approach to inventory has been a top priority. Our teams executed exceptionally well. We exited this year with the cleanest inventory levels we've seen in years, giving us a significant competitive advantage as we enter 2026. This enables us to respond quickly to shifting retail conditions and support a healthier balance between price and volume.

We also completed our strategic exit from discontinued brands, allowing us to sharpen our focus on our core portfolio with high-performing brands. While this transition created some margin pain during the year, it laid the groundwork for meaningful long-term margin improvement as we move through 2026 and beyond.

Looking ahead, we are encouraged by signs that channel inventories across the industry are returning to healthier levels and OEM production is beginning to normalize. We believe these factors, combined with our flexible operating model and strong customer relationships, position us well to capture demand and drive profitable growth as the industry stabilizes.

Early boat show feedback has been positive, highlighting strong customer interest and innovative new features and fresh models from our manufacturing partners. On one of our largest events of the year, the Fort Lauderdale Boat Show, sales were up year over year. Unit sales were lower, reflecting the impact of the brands we exited in 2025, as well as the liquidation of excess inventory in the prior year.

The good news is that we are beginning to see improvements in overall new boat gross margins. We are excited to build on this momentum through the Winter Boat Show season.

Finally, I want to thank our entire OneWater team for their hard work, resilience, and dedication to our customers throughout the year. I'm confident we have the right people, structure, and strategy in place to continue delivering long-term shareholder value.

With that, I will turn it over to Anthony to discuss the business operations.

Thanks, Austin. Good morning, everyone.

I'd like to start by echoing Austin's comments and thanking our team for their dedication throughout the year.

Despite a challenging marine market, our focus on serving customers drove another year of positive same-store sales growth and continued market share gains. New boat demand normalized after several years of outsized growth. Our team drove strong pre-owned sales by effectively leveraging a rebound in trade-in activity, which reached historic lows during the pandemic.

We entered the year focused on rightsizing inventory and exited with one of the cleanest positions we've seen. That disciplined execution allowed us to begin rebuilding inventory in the fourth quarter slightly ahead of typical seasonal patterns. Our inventory agent has significantly improved compared to a year ago. Early response to new model year has been encouraging.

Finance and insurance penetration remained healthy and continues to be a key strength. Further interest rate cuts should support customer affordability and enhance unit economics for boats financed through OneWater.

Service parts and other sales were solid for the year despite modestly lower sales in our Distribution segment due to reduced OEM production.

As inventory levels reset across the industry and OEM output normalizes, we believe there's growth opportunity heading into 2026.

I'd like to turn the call over to Jack to discuss the financials.

Thanks, Anthony.

Fiscal fourth-quarter 2025 revenue increased 22% to $460 million compared to $378 million in the prior year period, which was significantly affected by hurricane-related disruptions along the West Coast of Florida.

New boat sales were up 27% to $275 million in the fourth quarter, while pre-owned sales increased 25% to $91 million. Overall, same-store sales were up 23%.

Revenue from service parts and other sales for the quarter increased 7% to $81 million, driven by steady retail service activity in our Dealership segment and modest growth in our Distribution segment. Finance and insurance revenue increased year over year on a dollar basis but declined slightly as a percentage of total sales.

Gross profit increased to $104 million in 2025 compared to $91 million in the prior year, primarily driven by higher new boat volumes as a result of the hurricane-related disruptions on the West Coast of Florida in the prior year.

Fourth-quarter selling, general, and administrative expenses increased 6% to $84 million. SG&A as a percentage of sales was 18%, down 270 basis points, primarily driven by higher revenues in the quarter.

Fourth-quarter operating loss was $130 million. Adjusted EBITDA was $18 million.

Net loss for the fiscal fourth quarter totaled $113 million or $6.90 per diluted share compared to a net loss of $10 million or $0.63 per diluted share in the prior year. The decrease was largely due to non-cash goodwill and intangible asset impairments of $146 million, driven principally by the decline in our market capitalization relative to the book value.

As a reminder, this adjustment does not impact cash flow, liquidity, or operational flexibility.

Adjusted diluted earnings per share was less than $0.01 compared to adjusted diluted loss per share of $0.36 in the prior year.

Turning to our full-year results, total revenue for 2025 increased 6% to $1.9 billion for fiscal year '25, driven by a slight increase in units, as well as an increase in the average selling price of both new and pre-owned boats.

Same-store sales increased 6% in 2025, outperforming the industry backdrop where SSI data indicated a decline of over 13% in the categories which we compete. Additionally, service parts and other revenue increased 2% to $295 million, driven by growth in our Dealership segment, as we continue to expand this important part of our business and support our customers. This was partially offset by lower sales in our Distribution segment, reflecting reduced production levels from boat manufacturers.

Full-year 2025 gross profit decreased 2% to $427 million as a result of market dynamics and the impact of select brands the company has exited during the year. Gross profit margin for fiscal year 2025 was 23%.

Selling, general, and administrative expenses increased to $343 million or 18% of revenue from $333 million or 19% of revenue in the prior year. The decrease in selling, general, and administrative expenses as a percentage of revenue was driven by higher revenues, in addition to targeted cost actions, which supported the SG&A savings. We will continue to practice proactive expense management and have flexibility to accelerate cost actions as necessary, should the need arise.

Net loss for fiscal year 2025 was $116 million or $7.22 per diluted share compared to a net loss of $6 million or $0.39 per diluted share in the prior year.

The business generated adjusted EBITDA of $70 million and adjusted earnings per diluted share of $0.44.

Now, turning to the balance sheet, total liquidity was in excess of $67 million, including cash on hand and additional availability under our credit facilities.

Total inventory as of September 30, 2025, decreased to $540 million compared to $591 million in the prior year. This decline reflects our ongoing strategic inventory positioning and brand rationalizations throughout the year.

Total long-term debt was $412 million. Net of cash resulted in net leverage of 5.1 times trailing 12-month adjusted EBITDA. As we move forward, reducing leverage remains a priority in our capital allocation strategy.

Looking ahead to 2026, we are cautiously optimistic and we expect demand to fluctuate with traditional seasonal cycles. Our outlook is anchored on industry commentary and expectation that industry unit sales will be flat to this year.

Our forecasted sales will be negatively impacted by the impact of brands we exited. However, we also expect to outperform a flat market. Accordingly, we expect these factors to offset, resulting in flat same-store sales for the year.

We anticipate total sales to be in the range of $1.83 billion to $1.93 billion. We expect adjusted EBITDA to be in the range of $65 million to $85 million and adjusted diluted earnings per share to be in the range of $0.25 to $0.75.

Overall, we remain optimistic on 2026. There are a number of tailwinds, including improved industry inventory levels, reduced discounting, and lower interest rates, which we expect to be tempered by market uncertainty.

We will remain focused on maintaining our clean inventory position and disciplined approach to cost management, which we believe provides a clear advantage as market conditions evolve.

While fiscal 2025 presented challenges across the industry, the actions we have taken strengthened our foundation and position OneWater to continue outperforming the industry as the environment stabilizes.

This concludes our prepared remarks. Operator, will you please open the line for questions.

(Operator Instructions)

Craig Kennison, Baird.

Jack, I wanted to follow up on your inventory comment. I'm not sure if you quantified the change year over year in dollars. I think last quarter, it was down 14%. So could you share that figure?

Yeah. We're down roughly 8.5%, $50 million year over year.

We originally said our goal was down 10% to 15%. We have been tracking that throughout the year. However, with the timing of some model year '26 boats, we started that build a little earlier this year because some of our stores were actually getting a little light on inventory.

Again, we're really pleased with where the inventory is at.

Given your outlook for flat retail, what's the right assumption for inventory for fiscal '26?

Yeah. I would expect it to be up modestly, just with price increases and some things like that. I think just one thing that's important to note, like on that flat retail, right, we have a headwind of, let's call it, around 5% from the exiting brands. And so while we look to capture some of that with our continuing brands, right, those two offset.

So we think the business, if I pro forma out last year in the exiting brands, will be up mid-single digits. But the two will net out to get you to that flat.

That's really helpful. That was my next question.

And then, maybe, Jack, lastly, just on your interest rate expense outlook for 2026; just want to make sure we have a feel for that, given the term note and interest rate changes?

Yeah. I'm a little bit scarred from this past year because we had a lot of cuts in our model. And so I think we have another 50 basis points of cuts in the model going this year. But I'm hesitant on that number.

When we think about year over year. I think floor plan interest will be, let's call it, flattish to up slightly.

And then, our term interest should be down some, just as we continue to make amortization payments, et cetera, on that. But it's down the 5% to 10% range.

Joe Altobello, Raymond James.

First question, on interest rates. You mentioned rates coming down could be a tailwind to demand in fiscal '26. Have you started to see consumer rates come down in a meaningful way yet?

Yeah. Yeah. What's meaningful? They've come down. They haven't dropped like a point. But they move. With every rate cut, they start to move down. So yeah, we're starting to see that.

A little bit of that interest rate cuts is probably what led into a good October and a good Fort Lauderdale Boat Show.

Got it -- which is where I was going to go next. (multiple speakers)

The optimism cuts, right? That we're going in the right direction. That while a 25 basis points doesn't make a difference on someone buying a $1 million boat, it certainly does a lot for their confidence and their projection of where they see things trending.

Got it. Okay. And then, Austin, you mentioned Fort Lauderdale, could you quantify how much your sales were up at the show?

Yeah. We were almost up 20% for the show, just slightly under that compared to last year, which is really good. But the most important thing, I think, was that we started to see that margin pressure go away, which is exciting.

When you come out of this quarter with the same-store sales comp that we had for the quarter, a little bit of that was due to the hurricane last year. So going into October, it was a nice surprise to see that that held up and October turned out really good.

And then, the Fort Lauderdale Boat Show continued. November is looking pretty decent, right now.

So we feel like last quarter, end of the summer was, like, at the bottom. We started to turn but it's probably going to be a slow creep up from here. But every little bit helps.

Momentum seems to be pretty decent, right now.

As you know, right, that increase in Fort Lauderdale Boat Shows don't all hit in the December quarter, right? Those sales are spread out (multiple speakers) --

Oh. Yeah. For sure.

Yeah. Absolutely. Margin, it sounds like you guys are a little more optimistic on margin this year. Obviously, lapping last year and liquidating a lot of the smaller brands. But how do you see the promo environment playing out in fiscal '26?

Well, I think the manufacturers are still compressed, from a manufacturing standpoint. They all want to produce more boats.

When you talk to Wells Fargo on the floor plan side, inventory levels for the industry are really low, right now. So if you see any bump in the spring, we're going to have to really work hard next year to manage. That's one of the things we've got to do: manage inventory going up.

Because the manufacturers can't just go in one day and increase production 20%. It's a slow grind for them to increase because the majority of that increase is probably going to be based on labor. And so you really got to work on managing your inventory.

It will be a slow grind for the increase. But we're excited about that in a way because that helps the margin. So I think the promotional environment is going to stay put until the manufacturers start feeling the industry dealers.

Like, all of us start getting where we're ordering more boats. I don't know if that comes in January, if that comes in March, or if that comes in June. So the same old story we've said many times, I think, that as we get into the summer season in the back half of the year, you're going to start to see more green shoots take place, if the momentum we're seeing today continues. Jeff?

(Operator Instructions)

Noah Zatzkin, KeyBanc Capital Markets.

First, on the pre-owned side, obviously, really strong results during the quarter, have you continued to see an increased trade-in dynamic? How are you thinking about that playing out next year?

Yeah. That momentum has continued on. Part of the dynamic of why that dropped during the middle of COVID and on the back end of COVID was just the lead time to get boats for manufacturers. So it gave the consumer a lot more free time or their own time to sell their boat.

And so with inventory a little bit more on hand, the ordering cycle -- because the manufacturers have compressed production, right now -- and so it doesn't take as long to get a boat.

We are seeing more trades than we saw pre-COVID. I wouldn't say there's more trades. There's more used boats out there than there's been. It's just that they're not selling it on their own. They're running it through the dealerships.

Got it. That's helpful. And then, maybe just an update on the M&A side, what you're seeing out there and how you're thinking about that next year?

Yeah. We're staying extremely disciplined on that. We're really focused on the debt, right now.

One of the good things that we have that works for us is time's on our side. So there's not like the deals are going to somebody else or they're leaving or they're disappearing.

So we can be very methodical; very, very disciplined; and be very picky, as we move forward. But I think for the short term or at least until we get into boat season next year as we run into the winter months, we'll probably be pretty disciplined and focused mainly on the debt.

Thank you.

Thanks, Noah.

Thank you. There are no further questions at this time.

This concludes today's conference call. You may now disconnect.