Oshkosh Corp (OSK) 2025 Q4 法說會逐字稿

Your session will follow the formal presentation. (Operator Instructions).

It is now my pleasure to introduce your host Pat Davidson, Senior Vice President of Investor Relations. Thank you, sir. You may begin.

Good morning and thanks for joining us. Earlier today we published our fourth quarter 2025 results. A copy of that release is available on our website at Oshkoshcorp.com.

Today's call is being webcast and is accompanied by a slide presentation which includes a reconciliation of GAAP to non-GAAP financial measures that we will use during this call and is also available on our website. The audio replay and slide presentation will be available on our website for approximately 12 months. Please refer now to slide 2 of that presentation.

Our remarks that follow, including answers to your questions, contain statements that we believe to be forward-looking statements within the meaning of the Private Securities Litigation Reform Act.

These forward-looking statements are subject to risks that could cause actual results to be materially different from those expressed or implied by such forward-looking statements.

These risks include, among others, Matters that we have described in our Form 8-k filed with the SEC this morning and other filings we make with the SEC as well as matters noted in our investor day in June 2025, we disclaim any obligation to update these forward-looking statements which may not be updated until our next quarterly earnings conference call, if at all.

Our presenters today are John Pfeiffer, President and Chief Executive Officer, and Matt Field, Executive Vice President and Chief Financial Officer. Please turn to slide 3, and I'll turn it over to you, John.

Thank you Pat and good morning everyone. I want to thank our over 18,000 Oshkosh team members that worked together to deliver strong results in a dynamic we review our fourth quarter and full year highlights. I'd like to talk about the CES show in Las Vegas earlier this month.

This was the second year of showcasing our products and technologies that serve everyday heroes by making jobs safe, intuitive, and productive. Our vision for the airport of the future, the job site of the future, and the neighborhood of the future incorporates robotics, autonomy, AI, connectivity, and electrification, which we highlighted at our booth.

In particular, visitors to our booth saw our concept for a welding robot that utilized a JLG boom lift coupled with autonomous scissor lifts, AI software, and sensing technologies.

This concept highlighted our strategy to shift from providing equipment that enables jobs at height to offering equipment that executes jobs autonomously. We believe this technology is also applicable for a wide range of AWP use cases.

In addition, we demonstrated how a modular airport robot platform can serve multiple roles on the tarmac to support the airport of the future.

We have trialed a perimeter detection robot at airports and are optimistic about our ability to commercialize this technology in the coming years and expand it to other applications.

Lastly, through an immersive theater experience, we demonstrated how our equipment and technology, including the autonomous jet dock. Modular runway robots and I ops software work together in any weather to deliver the perfect turn for airlines, airports, and travelers.

Our industry leading technology also received third-party recognition at the show, winning two best of innovation awards, one for JLG's robotics on the job site and another for our hybrid electric Volterra AR.

We were also named as innovation honorees for our JLG boom lifts and our McNeilless Volterra Electric refuse and recycling collection vehicle.

As the show was happening, we were delighted that our racetrack inspired collision avoidance mitigation System, or CAMs was awarded a CES Pix Award. The Pix Award recognize and celebrate brands at the forefront of innovation, honoring standout products and creative solutions.

CAMs is the first purpose-built technology to anticipate collisions for firefighters and others on active roadways.

Following a strong response to our showing this technology at CES last year, we have been field testing the AI powered solution with fire departments in large cities over the past year, and the feedback has been powerful.

We are working on scaling this safety platform to support everyday heroes such as EMS crews at accident scenes, police officers managing traffic or responding to calls, and even tow truck operators assisting motorists.

The awards we received at CES, as well as the resoundingly positive response we received from show attendees, demonstrate how our investments and innovation are creating safer, more efficient workplaces for America's everyday heroes.

We are excited about our next generation products and are confident they will lay the foundation for long-term profitable growth as we transform industries and help our customers achieve their goals.

Please turn to slide 4 for some highlights for 2025. For the year we posted revenue of $10.4 billion leading to adjusted operating income of just over $1 billion and adjusted earnings per share of $0.1079.

As we have discussed on prior calls, the team pulled together across the company to respond to the evolving tariff landscape, effectively managing our costs and supply chain throughout the year.

We also continue to make strategic investments and strengthen our leadership team to execute on our 2028 goals as laid out at our Investor Day in June.

Please turn to slide 5 for a discussion of Q4 highlights. For the quarter we delivered adjusted operating margin of 8.4% on revenue of $2.7 billion debts of $0.0226 in line with the guidance we provided last quarter. Strong performance in both our access and vocational segments led to our solid finish to the year.

Turning our outlook to 2026, we see a general continuation of recent economic conditions, which includes expected lower capital investments at certain of our industrial customers, notably in our access equipment and refuse businesses.

Without an improvement expected in non-residential construction in 2026, our outlook for the year is for adjusted EPS in the range of $11.50.

Our EPS growth compared to 2025 reflects strong performance in the vocational segment reflecting our higher production throughput for fire trucks and the continued ramp up of our NGDV in the transport segment partially offset by our expectation for weaker market conditions in the access segment.

Matt will provide additional details on segment performance and our 2026 outlook later in the call. Please turn to slide 7 for segment highlights.

Our access team managed through challenges to finish the year on a high note with fourth quarter revenue of $1.2 billion roughly equal to last year and a higher than the third quarter as we benefited from strong demand in advance of 2026 price increases, as you will hear from Matt shortly, we believe that our strong Q4 sales will have an impact on Q1 sales.

Orders were strong at more than $1.7 billion leading to a book to bill ratio of $1.5 billion as customers continue to move toward more traditional seasonal ordering patterns. We are pleased with this performance, and we continue to work with customers on their plans for 2026. Our backlog is $1.3 billion which we believe is reasonable in this environment.

JLG products serve many end markets in our communities, but the primary driver for demand is non-residential construction.

While we continue to see underlying strength supported by data centers and infrastructure, many other construction sectors remain.

Soft and we therefore expect revenue in the first half of 2026 to be down compared to 2025. We believe that elevated fleet ages and improving economic conditions in the second half of the year will provide momentum for 2027.

As I mentioned earlier, we generated tremendous excitement with our technology and vision for the connected job site of the future at CES. Customers, analysts, and attendees recognize the value of our innovations, positioning JLG to build on its market leadership.

We look forward to the con expo show in March where we'll be announcing new products and demonstrating our boom lift with robotic end defector concept that was such a hit at CES earlier this month.

Turning to slide 8.

Vocational delivered another quarter of growth, leading to full year revenue of more than $3.7 billion up nearly 13%, and a robust adjusted operating income margin of 15.8%. Our fire apparatus business continues to lead the way with sales up about 17% for the year. We made good progress on throughput with fire truck deliveries up nearly 10% in the second half compared to a year ago.

We continue to execute our plan to reduce lead times with expected capital investments of about $150 million to support improved throughput across our three key locations, with about $70 million spent to date.

The airport products business continues to grow with sales up about 13% in 2025, and we remain confident in our outlook as we see strength in both air passenger and cargo traffic over the long-term. Airports and embracing technologies like those we showcased at CES, this provides outstanding opportunities for us to grow this business.

Before I turn to our transport segment, I want to briefly touch on our refuse and recycling vehicle business. We're excited about the refuse contamination detection and service verification technology that we displayed at CES, which we plan to launch in the first quarter.

This technology uses AI and onboard edge computing to identify 14 different types of contaminants so customers can identify contamination in their waste streams in order to reduce the amount of recyclables going to landfills.

While we have seen a moderation of near-term demand, we believe in the long-term growth of this business and our opportunities to bring technology to solve customer problems.

Our backlog for the vocational segment of more than $6.6 billion provides excellent visibility as we expect the segment to deliver meaningful revenue over the coming years as we improve production throughput as outlined at our Investor Day.

We expect our investments in production will reduce this backlog over time as we build units to meet continued robust demand for our products.

Please turn to slide 9.

We made significant progress on transforming our transport business in 2025. You will recall that we changed the name of the segment to reflect the growing importance of the delivery business and the expanded opportunities we see for this segment.

About six months ago, Steve Nordland joined OshKosh as the segment President. Steve's outstanding experience and fresh perspective are shaping both the direction of delivery as well as our defense strategy going forward.

We continue to increase NGDV shipments during the year and are delivering in line with or ahead of USPS expectations. We surpassed the production milestone of our 5,000 unit and are pleased to share that the fleet has exceeded [10 million] miles driven.

NGDVs now operate in nearly all 50 states, including Alaska. Postal workers continue to praise these vehicles, which include modern safety equipment and productivity enhancements that improve their working conditions and are a significant upgrade to the decades old vehicles being replaced.

On the defense side, several key contracts that we announced in 2025 will be important for 2026 as we build and ship units for programs to support the U.S. armed forces.

In particular, both the FMTV and the rogue fires programs are essential for our nation's security, and they will become more meaningful in our defense results as the year progresses.

And just a little over two weeks ago we announced a follow-on order for JLTV units for the Dutch Marine Corps. We expect to begin delivering on that order towards the end of 2026.

With that I'll hand it over to Matt to walk through our detailed financial results.

Thanks, John. Please turn to slide 10. Consolidated sales in the fourth quarter were nearly $2.7 billion, an increase of $91 million or 3.5% from the same quarter last year, primarily due to improved pricing in the vocational segment and higher sales volume in the access segment.

Adjusted operating income was $226 million, down about $20 million from the prior year, primarily due to unfavorable product mix and higher manufacturing overhead costs, partly offset by lower incentive compensation costs and higher sales volume.

As a result, adjusted operating income margin of 8.4% was down 100 basis points from last year.

Adjusted earnings per share was $0.0226 in the fourth quarter, resulting in full year 2025 adjusted EPS of $0.1079 slightly above the midpoint of our most recent guidance on full year 2025 sales of $10.4 billion which was also in line with our most recent guidance.

During the quarter, as we said on the last call, we stepped up share repurchases to approximately 912,000 shares of our stock for $119 million, bringing our total share repurchases in 2025 to $278 million more than double the prior year.

Share repurchases during the previous 12 months benefited adjusted EPS in the quarter by $0.06 compared to the fourth quarter of 2024.

Free cash flow for the quarter was strong at $540 million. For the full year, free cash flow was $618 million, or 96% of net income.

This was above the high end of our most recent guidance due to improved customer advances and lower capital expenditures. This is a strong proof point supporting our Investor Day target of cash conversion in excess of 90%.

Turning to our segment results on slide 11, the access segment delivered fourth quarter sales of $1.2 billion, up 1% over last year.

Adjusted operating income margin of 8.8% reflected unfavorable price costs dynamics, including about $20 million of tariffs, and adverse product mix partly offset by higher sales volume.

As we expected, the impact of tariffs was largest on the access segment during the quarter. Across all segments, the impact of tariffs was approximately $25 million in line with our prior call.

We believe that the announced 2026 tariff-related price increases for access products contributed to stronger sales performance in the fourth quarter compared to our most recent guidance.

Our vocational segment achieved an adjusted operating income margin of 16.2% on $922 million in sales in the quarter.

Sales increased by $42 million with improved pricing partially offset by lower sales volume. Lower volume in RCVs was partially offset by improved volumes in municipal fire apparatus and airport products.

Vocational adjusted operating income increased to $150 million as a result of improved price costs dynamics, partially offset by unfavorable product mix within municipal fire apparatus in the quarter.

Transport segment sales increased $33 million to $567 million in the quarter. Delivery vehicle revenue grew by $130 million to $165 million and represented approximately 30% of transport segment revenue during the quarter.

Delivery revenue grew 13% sequentially compared to the third quarter of 2025. As expected, defense vehicle revenue was lower compared with last year due to the wind down of the domestic JLTV program.

Transport segment operating income margin was 4%, up from 2.8% last year, reflecting the net impact of changes in CCAs and improved pricing on new contracts, partially offset by NGDV ramp up costs.

fourth quarter operating income margin was down sequentially from the third quarter due to the non-recurrence of the one-time sale of the JLTV related IP license to the US government. Turning to our expectations for 2026 on slide 12, we remain on our plan to deliver strong improvements to revenue and operating margin by 2028.

For next year, we expect sales to be approximately $11 billion on a consolidated basis, which represents growth in the mid-single-digits.

We are estimating adjusted operating income to be a little over $1 billion and we estimate that adjusted earnings per share will improve to approximately $11.50.

Our sales outlook assumes roughly flat non-residential construction activity in line with many external projections. While we expect lower sales and access, we expect to grow both sales and adjusted operating income for the vocational and transport segments.

Also, it's worth noting that we are assuming that the present tariff rates remain in place throughout the year. The rough magnitude of these tariffs is estimated at $200 million or about $160 million higher than 2025.

While we expect full year results to reflect improved performance, we anticipate that the first quarter will be the lowest quarter of the year, as we would traditionally see from seasonal factors. We expect the strong fourth quarter 2025 customer response to pricing actions and access will also adversely impact Q1 volumes.

As a result, we believe our adjusted EPS for the first quarter could be about 50% of last year. Building on John's earlier comments, we believe our second half performance will be more favorable across the segments than in the first half.

For the full year at a segment level, we are estimating excess sales to be approximately $4.2 billion with an adjusted operating margin of 10%, reflective of softer market conditions in North America. We expect to fully offset the impact of tariffs by year end.

We project vocational sales will be approximately $4.2 billion, about equal to our access segment, with expectations for adjusted operating margin of approximately 17%, supported by a continuation of favorable price/cost dynamics and volume growth from improved production throughput.

For transport we expect fixed price contracts and ramp up NGDV production. Performance in the segment is anticipated to improve throughout the year as we grow revenue on NGDV deliveries, receive follow-on NGDV orders and build units under the new FMTV contract.

Our estimate for corporate and other costs is $180 million and tax rate is approximately 24.5%. We expect to invest approximately $200 million in CapEx, and our estimate for free cash flow is approximately $550 million to $650 million or about 80% of net income.

We're announcing a quarterly dividend of $0.57 per share, which reflects our expectation of strong long-term cash flow generation and our Board's confidence in our ability to sustain profitable growth while continuing to fund our investments in innovation and to expand US manufacturing.

We also plan to continue repurchases of shares throughout the year. With that, I'll turn it back over to John for some closing comments.

Thanks Matt. We just delivered a solid fourth quarter to complete a great year, and we remain confident in our long-term growth opportunities driven by our people, innovative products, and strong businesses.

We believe our guidance for 2026 continues to support our plans to achieve our adjusted EPS range of $18 to $22 per share by 2028.

We appreciate your continued confidence in Oshkosh and look forward to answering your questions. I'll turn it back to you, Pat, for the Q&A.

Thanks, John. I'd like to remind everyone to please limit your questions to one plus a follow-up and please stay disciplined on your follow-up question. After that follow-up, we ask that you rejoin the queue if you have additional questions. Operator, please begin the Q&A session.

(Operator Instructions).

Jamie Cook, Truist Securities.

Hi, good morning. I guess just two questions. One, John, on the access guidance or the aerial guidance for the for the year, I think it's applied down 6% or 7%, relative to United Rentals who came out, and I think their CapEx guide was up modestly.

CapEx retail sales in North American construction, we're up double-digits, so there just seems to be a disconnect between. You know what I mean? Like what's implied in your guide versus what we're seeing from competitors or peers or customers.

So just color there is it is their a I guess so color there and then, my second question just on the transport margins, you know it sounds like you're ramping as you expected. I think implied sales are 20%, the margins of only 4%. I know there's some pricing that needs to happen on the defense side but just color there or how we think about margins as we exit the year understanding you said things should get better as the year progresses.

Thank you.

Yeah, great, Jamie, thanks for your questions. I'll take the first one. I'll probably pass the margin question on transport over to Matt, starting with our access business and your and your question on our Outlook. First of all, I want to make sure I state that we think we're taking a balanced approach to 2026.

The market is unfolding right now, kind of what we all hear about on a regular daily basis in terms of what's going on, meaning really strong big mega projects and data centers, power gen, some large.

Infrastructure projects so that that does drive demand and that's very positive. On the other hand, you've got a private non-res construction, which is a huge segment of non non-residential construction which is still under some pressure and we just, we read the stats and we look at the outlooks for these markets, and, long-term we feel really good, eventually.

We'll see some of these delayed start to come back online and when that does that'll be really good news but right now we we've taken a balanced approach on that when you talk about United Rentals and what they reported today or last night I guess it was versus a lot of other businesses that are out there they're not all the same.

You know if you're highly if a if one of our customers is highly exposed to these big mega projects then that's a that's one story.

On the other story you've got a lot of independent rental companies that are more exposed to the private non-res which is still under pressure and that kind of is what leads into our balanced approach on the market and during construction is still under pressure and that's a big sector of non-residential construction we kind of need to see that turn a bit, and if we do in a future let know, Matt, I'll turn it to you on the transport question.

Morning, Jamie. So first, let me just say we remain confident in our 2028 outlook for the transport segment. Our guide in 2026 reflects a number of factors.

There's pricing for new contracts as you mentioned with FMTV. New pricing coming on in the second half. We'll see steady production increases for the NGDV.

We do anticipate further NGDV orders to come throughout the year, and then there's a couple things that are maybe nuances you.

It'd be worth noting one is we do have lower defense volume in 2026 largely on export orders, and then some investment in new product development cost reductions and so forth, normal engineering that steps up over the year that's what results in the OI of 4% with the back half a bit stronger than the first half but again remain very confident in our 2028 outlook.

Thank you.

Yes, hi, good morning everyone. John, hi John. I know you have excellent, telematics data from your fleet. Can you just tell us what you're seeing in the US, and European market for your products? You, United Rentals spoke about utilization for your equipment categories. Curious what you're seeing.

Yeah, we have got a lot of machines out there that are connected, Jerry. I mean, in the hundreds of thousands, like a lot of equipment that's connected.

We've got really good insight into the health of the equipment that's in the fleet, and it is, we see it as healthy and the same in Europe.

The European fleet's relatively healthy too. So that's good news, right? And the used market is also pretty healthy right now as we see it, the prices in the used market, the amount of supply that's in the used market, it's not, it's in a healthy state, so I can't, we, that's all good news, and I think we're all kind of looking forward and saying, okay, we've got a lot of non-res under some pressure, but we've got big mega projects that are growing at a healthy rate.

And we're kind of all looking for the data to tell us that there's an inflection point, and right now we don't know exactly when that's going to happen, we just know that at some point it will happen, and that gives us the reason for our balanced outlook on 2026 for access equipment.

Super. And Matt, can we just unpack the first quarter versus the fourth quarter because the guidance implies a really meaningful earnings acceleration.

So, in this it sounds like you're expecting under absorption because of the pull forward out of price increases, but maybe we could just unpack that and talk about margin expectations and access it in the first quarter and.

The transport, headwinds that that you mentioned sounds like those might be heavier in one queue than 4Q. Can we just maybe quantify those points just to build the comfort with the earnings acceleration.

Yeah, so our first quarter, as we mentioned on the call, we expect that about half of last year.

Most of that decline is in the access segment year on year in terms of the growth, and so if you think about that, we had a strong first quarter last year, and then flowing through from 2024, this year we did see very strong sales in the fourth quarter as we just reported.

We think that'll have, a moderate impact in the first quarter. We also have some adverse price costs. While we did announce pricing, we do have a full load of tariffs, and in the back half of the year we'll start getting some of the cost reductions that we kicked off a couple of years ago which progressively increased throughout the year. So that's the large driver of kind of the year over year EPS at roughly half of last year.

Thank you.

Thanks Jerry.

Mircea Dobre, Baird.

Hey, good morning. Sorry, I'm going to have to stick with access equipment too because I am a little bit confused here in terms of how we're thinking about the first quarter. Can we be specific in terms of what you guys are thinking in terms of year over year revenue decline and margin and my follow-up.

If you think about the full year guide, right, I mean, if we're recognizing that the order intake that you had in the fourth quarter maybe as you said pull forward some of the demand because of the announced price increases, where you're guiding the full year revenue at $4.2 billion, frankly is still higher than what your order intake was for 2025.

So to me in that in that guidance it. You do imply that things are frankly getting a little bit better as the year progresses. What's your visibility related to that? I mean, are you hearing that from your customers in terms of how they're deploying CapEx, or are there some other assumptions that you're baking in?

So I'll take first quarter and kind how to think about that and then hand off to John, talk about some of the backlog and how we see the year developing.

So again for the full year we're $4.2 billion as you mentioned that's about a 6% to 7% decline year on year we think on a year over year basis that'll be higher in the first quarter again, first quarter last year was very strong, coming off Q4 2024.

This year we are seeing relative weakness in part because of the pricing we announced for 2026 which resulted in strong sales in Q4 and so we would expect to see, the revenue decline year on year, first quarter higher than what we have for our full year guide.

Yeah, and with regard to how the year is going to progress, Meg, so we did in the fourth quarter our orders were $1.7 billion, our book to bill was $1.5 billion, and we have a backlog of $1.3 billion.

So I always pay attention to, we always pay attention to our backlog and how it's continued to progress. We and I always indicate that our backlog is.

Typically we say should represent three to six months of demand and it that $1.3 billion is right in the middle of it when you look at our guide, we do look at the first half being under a continued pressure because of some of the nonresidential activity that we see, we also saw, a heavy, shipments in the fourth quarter which may impact the first quarter a little bit.

As Matt just indicated and you indicated with your question, when you look at where our backlog is and that backlog also shows when customers need equipment because there's shipment dates on every order we take that.

That's what leads to our to our guide of the $4.2 billion which is down a little bit year over year but kind of consistent with our balanced outlook on where we are with the market.

Okay, lastly, if I recall, we were looking at $300 million of revenue, quarterly at a full run rate for NGDV. When do you expect that you'll be able to hit that?

Thank you.

Well, I want to, thanks for the question on NGDV. We continue to make really good progress with this program, and as I mentioned, we're at more than 10 million miles, and the customer with of delivery with these units, the customer's delighted with them.

When you look at our performance, we are at or ahead of US Postal Service delivery requirements right now. The Postal Service is very happy with the deliveries we're making. And we have a formal schedule that we have to meet and we're at or ahead of that formal schedule.

So when you look at our revenue for the full year, we've always said that we will do between 16,000 and 20,000 units a year on this program and in '26 we're right at the low end of that range, we're in that range on the low end side of it.

So we continue to do well with production. Sure, we'll produce more units in the second half in the first half, but we're running fairly well with this program and our customers are very happy with it. If you look at our guide for the transport business, kind of thinking about the revenue side of it, about half of that guide is NGDV or delivery units to give you kind of some numbers and it's a little bit more on the back half in the first half.

All right, appreciate thank you.

Steve Barger, KeyBanc.

Morning. This is Christian Zyla for Steve Barger. Thanks for taking the questions. Just on access, were there any other industry or customer specific ordering dynamics and access that you don't think would recur as we head later into the construction season, or was it really primarily just the pricing pull forward on top of a regular ordering cadence from your customers?

Hi Christian, so certainly we, I'm going to say there's anything unique. I would just say we had, a strong sale into, independence in the fourth quarter.

We think that'll reverse out and the year will normalize for 2025, in general we saw relative strength in independence, and I think we all expect that'll normalize more through 2026.

Got it. And then maybe slightly different question just at CES you guys showcased the delivery vehicle for non-USPS as your team put together the concept, just kind of what drove you to pursue that that plan? Was it the market size or unit economics that you liked? Was it the financials or kind of the cross energies? Just any thoughts on that concept?

Thank you so much.

Yeah, thanks for the question on CES. We, I mean all of the above based on what your question was. I mean, we, when you look at our NGDV that we developed for the United States Postal Service, there's a lot of technology on that vehicle.

It's the most advanced last mile delivery vehicle ever put into the market. It provides so much benefit for the operator to be productive, but underscore also safety for people around the vehicle and safety for the operator. And so in at CES we want to showcase that we have the capability to continue to deliver this type of a vehicle for other segments of the delivery market, these are purpose built vehicles.

They're not modified, cos vehicles which you tend to see a lot in the delivery market. Or a body on chassis which you see a lot in the delivery market. These are purpose built vehicles with technology on them to drive productivity, safety, and economic performance for the fleet operator, and we wanted to showcase that because we've always talked about future opportunity beyond NGDV, so that that was the intent of it.

Angel Castillo, Morgan Stanley.

Hey thanks for taking my question. Just wanted to maybe get a little bit more color. Sorry to keep, harping on the axis side, but have you said exactly, I guess, how much pricing you anticipate to get in 2026, within your sales guide, and could you just kind of talk about that a little bit more color, just how much is kind of embedded right now at this point in your backlog and not just for arrows but for each segment.

Yeah, thanks, angel. I'll take the questions a great question, of course. So when we look at our pricing plans, of course we've been through a dynamic period when you look at the cost side of the equation, it's been headlined by tariffs, and more, and tariffs in that dynamic environment.

So we go to work and we went to work in 2025 doing a lot of tariff engineering work to try to do everything we can to take the cost of tariffs and mitigate it.

And a lot of that has to do with engineering, re-engineering, our sourcing teams work hard on. Where we're sourcing what product and we try to localize or move product when we need to. So we've done a lot of that work and we'll continue to do that work, we to minimize the impact to our customers, but you can't eliminate all of it, so eventually you have to pass some through in price so we did, we've done that.

And we believe that the price increase is reflective of something that our customers, can, manage as well as something that allows us to stay whole throughout 2026 on the price/cost equation, so that's the gist of it.

That's very helpful. And maybe just following up on that point of, localizing costs. And one of the big kind of questions we've been getting is just what happens to kind of the bill of materials or just materials costs in general, whether it's from commodity price inflation or memory chips and other things that we're seeing out in the market.

So could you just comment a little bit on, what's kind of embedded in your guidance in terms of just broader cost buckets and in particular for and maybe on the access side. If you just kind of unpack how much is maybe of the cost or the margin, potential dynamics here is tariffs versus materials versus mix of independence, or any other kind of buckets here.

Yeah, Angel, thanks for the question. So, on the cost side, I'll give kudos to the access team which really kicked off a cost reduction initiative going all the way back to 2024 and that progressively has results and so they're continuing to identify cost savings throughout this year so cost savings are kind of grow cumulatively quarter over quarter so we'll get more in the back half of this year than the front half of this year.

With those actions with other actions, I'd say overall we're seeing largely flattish costs set aside tariffs, and so the team's really doing a great job to manage the cost equation of this, and offsetting as much of the tariffs as they can through those initiatives, in terms of mix, we, we've historically seen a higher mix of IRCs. I can't be explicit about how that impacts the financials. But you know traditionally that's been 55% NRC 45% IRC we think that'll shift kind of more normalized to those levels in 2026.

Thanks.

Tim Thein, Raymond James.

Thank you. Good morning. I just have, one, it's on the vocational segment. Can you maybe, give some comments in terms of the backlog there, and how that's kind of influencing the revenue, what you expect in terms of the revenue composition in '26.

I take it that the RCVs will are likely to step down just given comments and some of the public, waste talar but maybe if there's some, further handholding you can give there in terms of, split across F&E and Aerotech, et cetera.

Thank you.

Sure, yeah, thanks, Tim, for the question. So a vocational, continues to be a great story, a great business for us, will be for many years into the future.

The backlog and across the business is really healthy when you look at the backlog at a one step down from that, which is your question.

The fire backlog still really healthy, we've had a big backlog. We're continuing to increase capacity, increase output. Yet we continue to see healthy order rates.

I mean customers want our products, so the backlog is really healthy in the fire market. It, it's the same in the airport market with our airport, and Aerotech business, healthy business conditions, healthy order rates. You know customers are continuing to invest. You see the stats on both passenger and commercial, demand for airport. It's really good.

There is some pressure in the environmental business with refuse and recycling the business in total is very healthy. And our customers are very healthy in this segment. There's just a little bit of a reluctance right now to place, a lot of CapEx. That's just temporary.

We see the long-term being, fantastic as we had indicated in our Investor Day through 2028. It just could be a little bit of a low in CapEx, so some downward pressure on that business in in 2026, but long-term it's fine and that and the book.

Educational business will perform exceptionally well, even with that blip in in 2026, so we feel great about this segment, the segment where we really showcase our technology that makes such a big impact for our customers, and that's one of the reasons it's so healthy.

Kyle Menges, Citi.

Thanks for taking the questions guys. I was hoping we could just go back to the transport margin and just how to think about the transport margin ram throughout 2026, and then Matt you still sounded confident in in hitting the Investor Day target for transport margins in 2028.

So, would be helpful to hear some color on just how to think about the bridge from transport margin. Of around 4% in 2026 to meeting the Investor Day target by 2028.

Yeah, thanks Kyle. So as I think about going from the 4% that we got this year to the 10%, all the building blocks are there, it's just a matter of timing and so we've talked about is new price on new contracts.

So we're building under [FMTVs, sorry, FHT TVs] now which you see in the performance in the second half of 2025.

We'll build under the medium contracts, the FMTV second half of 2,226. NGDV ramp, so we'll continue to increase our production progressively throughout the year. John mentioned that about half of our revenue for next year, so the $2.5 billion is NGDV, which is right what we said we would be in the long-term guide of $3.1 billion.

So you, you're starting to see those elements come in with us seeing more of that in the second half, obviously than the first half. So you will have some launch costs that we pick up in the first half.

The other thing just to note is that with that half of the revenue being delivery then you can see some of the defense decrease year on year from the export orders and we would expect defense volume to pick up into our future guide a bit as well relative to 2026.

So that's kind of how to think about 2026 again all the building blocks there it's just a matter of timing for them, and then the second half being stronger for the reasons I mentioned earlier.

Yeah, we're and we remain really confident on the, confident on this business going forward, and on the recovery of its margins we're very confident that will continue to progress as we head towards 2028.

Helpful, thank you and then and then a question on Aerotech, just how do you think you've been able to extract some margin synergies and what's really the potential to squeeze out some more margin from that business and I think you guys have hinted at doing some 80/20 within Aerotech so it would be helpful to hear just what some of those 80/20 initiatives look like thank you.

Yeah, thank you for that question. The Aerotech business is a great business for us because of the market that we're in and the synergies that we get between our core synergies and the capabilities of Aerotech, and that's what you see.

So the market's healthy. We're continuing to drive technological innovations, within that market segment. You already see our autonomous jet docking and autonomous cargo loading. Being deployed right now in so production so to speak meaning at gates there's a lot more technology to come.

Technology really helps customers be more productive and when that's the case it also helps our margins of course. But we are, we do on the other hand have operating synergies and we do 80/20 similar to the way we do it in some of our other businesses which has dramatically helped us transform margins over the years and there's opportunity there for us to continue to get margins through improvement in operating performance.

It's not to say that there's anything wrong with the operations of Aerotech. There isn't, but you can always make operations better. You could always do that if you ever don't have that mindset, you're.

In trouble, but this is a great business. We expect margins to continue to expand because of technological synergies and continuing to be better and better with operations through our 80/20 philosophy. So thanks for that question.

Thanks Kyle.

[Steven Fisher, UBS.]

Thanks, good morning. Just on within the vocational side of things, on fire side, just curious how much of a surprise was this municipal mix, in the quarter relative to kind of what your expectations were at the start of the quarter? And what's your baseline expectation of mix, in '26 versus '25?

I see, so what we see in the fire business is some quarters you kind of have a mix of products that has a bit of a lower margin as you kind of work through the one-offs and so forth.

What we've seen in prior quarters is more batches, and you've seen us talk about those even on the call where we have, 13, 15 trucks being delivered to a department in the fourth quarter we had a few more snowflakes, I guess I'd say.

Than we would have in other quarters and that resulted in a little bit of adverse mix you know I don't see that being anything sustained it's more of a periodic thing and over the year and kind of over the long arc it really gets lost in the shuffle but it was something we saw in the fourth quarter specifically.

Okay, that's helpful. And then just coming back to the access segment, to the cost elements, just curious how much visibility you have to the cost for this year at this point. How locked in are you for, what you expect to produce? And then I think, John, you mentioned you're expect to be whole on the price versus cost, but just, on the second half of the year in particular, is price versus cost expected to be positive for that second half? Thank you.

Yes Steve, so we have good visibility into the cost at this stage for the year we think we're in a stable environment as we've seen for a while in terms of tariffs at least, and we've got good visibility into our, raw material prices as well as our cost reduction initiative.

So we feel we've got a good handle on the cost for the year. We do anticipate price/cost to turn positive in the back half of this year. That's one of the drivers of some of the better performance in the second half and is a bit of a drag in the first quarter as we work through some of those cost reduction initiatives throughout the year.

Terrific thank you.

[Chad Dillard, Bernstein.]

Hey, good morning, guys. I was hoping you could quantify the incremental tariffs in '26, split them up by segment, and then also you talked about, taking price increases to cover them. In the event that IEPA gets overturned, I guess how do you think about that? Are you able to maintain the margin, or do you revisit the pricing discussions with your customers for '26?

Thanks Chad. So as I mentioned on the call, for your impacts about $200 million, that's, roughly $160 million higher than last year.

I think of that as mostly in access, so about three quarters is an access segment, to put some ballpark numbers on that, if there is anything overturned, our assumption and certainly our planning assumption is that something equivalent will go in place, so our guidance.

Assumes that the present tariff rates sustained throughout the year. I think that's a probably a fair assumption based off everything I've read, but as the situation evolves, we'll adapt as we did in 2025.

Got you, that's helpful. And then I was hoping you could bridge your incremental margins in the vocational business. They're pretty sizable, so I was wondering if you could split it out, how much comes from price realization versus volume.

And then secondly, with 17% you're kind of at that midpoint of your long-term guidance, so I guess what's stopping you guys from taking that target a bit higher now.

Sound like a CFO, margin, it's a good step forward and what you see in that growth, and I won't be explicit about the breakout between volume and price/cost, but volume plays a larger driver in 2026 than it did in 2025, as we bring on more capacity.

John referenced the amount of capital we're investing into our assembly plants for fire capacity. So we started to see that come to the fore in 2026 relative to 2025 price/cost we do see still favorable in 2026 and then we do have some investments that help us support our business growth and that's really what drives the 17% but that's a great margin.

It is right within the sweet spot of the 16% to 18% we got it in. 2028, with revenue growth, in the 2028 guide relative to where we are in 2026, so really pleased with the progress we're making in that segment and pleased with the performance we're seeing.

Yeah, I'll just say that you know we're at we're expecting to be at 70% margins which we'd all look at and say that's good compared to our 28 guidance so we got a lot of good things still happening in this business, a lot of good things on deck to come so we feel good about it.

Okay thanks.

Thanks.

Mr. Davidson, I'd like to turn the floor back over to you for closing comments.

All right, appreciate it, Christine. Thanks for joining us, everybody on the call today. We will be meeting with investors at several conferences, during February and March.

We're also looking forward to another con Expo show, as John mentioned earlier during his comments on the access business.

If you're interested in learning more about our company and our construction equipment leaders, consider a trip to Vegas in March for the show, last held back in 2023, right? Three years ago. So it's a great opportunity to gain exposure to our industries. And hear about the new products and technology. Have a good rest of the day.

Ladies and gentlemen, this does conclude today's teleconference. You may disconnect your lines at this time.

Thank you for your participation and have a wonderful day.