OneWater Marine Inc. Q3 FY2025 Earnings Call

Good morning. My name is Sergio, and I will be your conference operator today. I would like to welcome everyone to the OneWater Marine, Inc. Fiscal Third Quarter 2025 Conference Call. I will now turn the conference over to Jack Ezzell, Chief Financial Officer. Please go ahead.

Good morning, and welcome to OneWater Marine, Fiscal Third Quarter 2025 Earnings Conference Call. I am joined on the call today by Austin Singleton, Chief Executive Officer; and Anthony Asquith, President and Chief Operating Officer. Before we begin, I'd 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 law 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, that could cause actual results and events to differ materially from those described in the forward-looking statements. Factors that might affect the 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 also note that all comparisons of our third quarter 2025 results are made against the third quarter 2024, unless otherwise noted. And with that, I'd like to turn the call over to Austin, who will begin with a few opening remarks.

Thank you all for joining us today. OneWater delivered solid results in the third quarter with total revenue increasing 2% to $553 million. Our same-store sales also grew by 2% despite the challenging market conditions facing our broader industry, which saw declines in excess of 15% in the categories where we participate. In a highly competitive environment, we continue to deliver for our customers, win business, capture market share and outperform the broader industry. Although May and June are typically peak selling months, the industry saw double-digit declines, while our strategic positioning and strong execution led to positive results. This resilience highlights our team's ability to adapt and succeed in a dynamic operating environment. Gross margins remain under pressure, mainly due to the heightened promotional activity across the industry. The declines also reflect the impact of our strategic brand exits and shifts in new boat model mix. Despite these headwinds, we are being intentional in our pricing strategy, aimed at driving sales while preserving margin where we can. Our strategy will continue to adapt to market conditions, and we are confident in our current positioning. With all of the tariff uncertainty we saw in the quarter, we are pleased that price increases from our manufacturing partners for model year 2026 have been moderate and are within normal levels. Early customer feedback on new models has also been positive. Owners are responding well to the latest innovations, and we are excited to continue rolling out these new models in the coming months. Turning to our inventory management initiatives, I am pleased to report on the significant progress we have made year-to-date in our strategic efforts to optimize the portfolio. Total inventory is down 14% year-over-year as we continue to prioritize healthy inventory levels. We remain on track to end the fiscal year with inventory down 10% to 15%, a target we had increased last quarter. Supporting this inventory reduction is our brand rationalization strategy, where we are also on schedule to complete the exit of selected brands by the end of the year. This allows us to focus our efforts on our highest-performing brands and most profitable relationships, strengthening our foundation. As we push towards these inventory goals, we also look to have sufficient inventory to meet anticipated market demand. This balanced approach remains central to our long-term strategy, enabling us to capture sales while optimizing our working capital efficiency. As the marine industry continues to face headwinds, we are centered on three key areas: First, working towards a healthy inventory of high-performing brands and completing our brand rationalization strategy; second, executing disciplined cost management as we monitor the changing retail environment; and third, leveraging our scale and operational expertise to continue outperforming broader industry trends. Looking ahead, we are confident in our long-term positioning. We have built a flexible operating model with diverse revenue streams, including our growing preowned boat sales and our resilient recurring revenue businesses. Our teams are working hard to close deals, and we are managing factors within our control. With that, I will turn it over to Anthony to discuss business operations.

Thank you, Austin. Traffic at the dealership level remained steady during the quarter, which is encouraging given the broader industry headwinds. While the customer purchase cycle has normalized post-COVID, tariff uncertainty continues to raise questions in the mind of some boaters. However, customers are actively visiting our dealerships and shopping for their next boat. Our sales teams remain proactive, working hard to convert interest into sales. Although new boat unit sales declined year-over-year, the average selling price increased, highlighting continued strength in the premium segment. Preowned boat sales grew for the third consecutive quarter, driven by higher volume and average unit price, more than offsetting the decline in new boat sales. As we've noted in recent quarters, customers are trading in and trading up as availability in the pre-owned market continues to improve. We're encouraged to see buyers moving into new categories and larger boats. While the strength in higher value units across both new and pre-owned sales adds some pressure on margins, it's a healthy level of churn and a positive indicator for the business. Finance and insurance revenue was in line with the prior year as we maintained healthy penetration rates across our product offerings. Our F&I team continues to execute, leveraging our competitive suite of financial products and services to meet customer needs. In our parts and service businesses, revenue declined 2% compared to the prior year period. Our distribution segment remains challenged by lower product levels from boat manufacturers. However, our dealership service and parts and other sales remain resilient. Our broad dealership offerings remain a key differentiator, supporting our customers' acquisition and retention as more boaters seek a one-stop-shop experience. Thanks to our prior investments in business and technical expertise, we are well-positioned to meet customer needs. Our parts and service businesses remain a core pillar of our business model. I'd like to turn the call over to Jack now to discuss the financials.

Thanks, Anthony. Fiscal third quarter revenue increased 2% to $553 million in 2025 from $542 million in the prior year. New boat sales were down 2% to $326 million in the third quarter, while pre-owned boat sales increased 18% to $126 million. Overall, same-store sales were up 2% against an industry backdrop that SSI data showed was down in excess of 15% in the categories in which we compete. Revenue from service parts and other sales for the quarter decreased 2% to $83 million. The decrease was driven by lower production from boat manufacturers, which continue to weigh on sales in our Distribution segment, partially offset by growth in our Dealership segment. Finance and insurance revenue remained flat as a percentage of sales as customers continue to finance a portion of their purchase through our programs. Gross profit declined to $129 million in 2025 compared to $133 million in the prior year. This was primarily due to lower new boat volumes, product mix, and the promotional environment. Third quarter 2025 selling, general and administrative expenses increased 6% to $92 million. SG&A as a percentage of sales was 17%, up 70 basis points as the benefits from our previous cost reduction actions were more than offset by higher personnel and selling expenses to drive sales in addition to other inflationary pressures given the current operating environment. Operating income decreased to $30 million and adjusted EBITDA was $33 million. Net income for the fiscal third quarter totaled $11 million or $0.65 per diluted share compared to net income of $17 million or $0.99 per diluted share in the prior year. Adjusted earnings per diluted share was $0.79 compared to adjusted earnings per diluted share of $1.05 in the prior year. Turning now to the balance sheet. On June 30, total liquidity was in excess of $85 million, including cash on hand and additional availability under our credit facilities. Total inventory on June 30, 2025, decreased to $517 million compared to $599 million on June 30, 2024. This decline reflects our ongoing strategic inventory positioning and brand rationalization throughout the year. Total long-term debt as of June 30, 2025, was $419 million and net of cash resulted in a net leverage of 5.8x trailing 12 months adjusted EBITDA. As we move forward, reducing leverage remains a priority in our capital allocation strategy. Based on our performance through the third quarter and current market conditions, we are updating our full-year guidance. For fiscal year 2025, we are raising our total revenue outlook to be in the range of $1.8 billion to $1.85 billion and now anticipate same-store sales to be up in the low single digits for the year despite an industry that's expected to show double-digit declines. We now expect adjusted EBITDA to be in the range of $65 million to $80 million and adjusted earnings per diluted share to be in the range of $0.50 to $0.75. Our outlook considers several key factors, including persistent macroeconomic uncertainty and a competitive selling environment that continues to pressure margins. While we continue to manage through these headwinds, we are progressing well on our inventory management strategy and are cautiously optimistic given the additional clarity on tariff impacts. July performance has been encouraging, and we remain focused on the disciplined execution as we close out the year. This concludes our prepared remarks. Operator, we open the line for questions.

Your first question comes from Craig Kennison from Baird.

To double-click on the tariff noise and the market correction, just some of the macro factors that hit in the quarter. Have you seen any change in behavior as maybe there's clarity on tax policy, clarity on tariff policy to some extent and the market back?

Jack, why don't you take that one?

Yes, I wouldn't say we gained much clarity during the quarter. There was more confusion and noise surrounding the situation. However, after the quarter ended, it seems that concerns about tariffs have lessened. We are certainly relieved to have worked through our manufacturers and the new model year. We're seeing price increases in the low to mid-single digits, which appears to be a normal adjustment. This seems to be settling with customers. As we mentioned, July results were positive, and we will need to wait a bit longer to determine if this trend will continue.

I just want to add that real quick, Craig, just to add to that, just like what Jack was saying, the trend probably during the quarter was just not something that you could really pick up on, but you definitely could feel it going into July. July was a good month and so we've not been really concerned with the tariff issues as far as the pricing of the boats. It's more of what the tariff and what it's doing to consumer confidence and where that leads. I would tell you that it seems like the premium customer where we operate mostly in is pretty resilient, and this extra clarity that's kind of coming about showed through in July. Now we just got to hope that, that trend continues.

Great. If I could ask on used. I mean, 18% growth is surprisingly strong. Is that a function of better access to supply? Or is there a trade-down effect that I'm missing on?

Yes, it's not a trade-down effect. It's really just that more people are coming in to trade their boats. The trade-ins are higher now compared to 6 months ago and even 12 months ago. This is because there is a sufficient amount of inventory available, so consumers don't have to deal with long wait times when they come in for a new boat and can take the time to sell their old ones. We're aggressively purchasing boats outright as we always have, but the key point is that more people are opting to trade in their boats today rather than selling them on their own compared to 6, 8, or 12 months ago. Anthony, do you have anything to add or does that cover it?

Yes, that pretty much covers it.

Well, I think just the follow-up, I'll add is, right, it's a continued focus of the business. We have used boat stand-alone stores. It is a priority of the company to invest in that category. And so I think we'll continue to see outpaced results as we're focusing on it.

When you mention trade-ins, are customers trading in their boats and purchasing new ones at the same rate as before? Or is there an increase in trade-ins without corresponding replacements?

You can't really trade in unless you purchase a new boat, which would be a direct purchase. So it's about trading in and upgrading. This is likely why there has been a shift in the model mix towards larger boats. Many people, especially in the premium market, are upgrading to larger models. This creates a trickle-down effect; for example, if someone buys a 40-foot boat, they typically trade in a 30-foot boat. That 30-foot boat then gets sold as pre-owned to someone who is likely trading in a 28-foot boat, and this pattern extends down, where we are seeing more of this trickle-down trade-in effect because the new sales are leaning towards larger boats.

Your next question comes from Joe Altobello from Raymond James. Please go ahead. There are no further questions at this time. This concludes today's conference call.