Conference Transcript - ONEW 2025-01-30

Operator

Good morning. My name is Chloe and I will be your conference operator today. At this time, I would like to welcome everyone to the One Water Marine Inc. Fiscal First Quarter 2025 Conference Call. All lines have been placed on mute to prevent any background noise. After the speaker's remarks, there will be a question and answer session. If you wish to ask a question, please press star and then the number 1 on your telephone keypad. If you would like to withdraw your question, please press the pound key. Thank you. I would now like to turn the conference over to Jack Ezzell. Chief Financial Officer, please go ahead.

Jack Ezzell, CFO

Good morning, and welcome to One Water Marine's Fiscal First 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 One Water Marine and its operations may be considered forward-looking statements under the 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, which could cause actual results and events to differ materially from those described in the forward-looking statements. Factors that might influence future results are discussed in the company's earnings release, which can be found in the investor relations section on 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 may occur after the date the forward-looking statements are made, except as required by law. Please also note that all comparisons to our fiscal first quarter 2025 results are made against our fiscal first 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. Austin?

Austin Singleton, Chairman

Thanks, Jack. Thank you, everyone, for joining today's call. Our first quarter results came in better than expected, driven by a low double-digit increase in new unit sales, significantly outpacing the industry. Overall, revenue increased 3%, with same-store sales up 4%, driven by the strong push from our sales team to gain market share and optimize inventory. Margins declined in the quarter, reflecting the impact of deliberate actions to drive sales. Margins also vary by product. Current model year margins are holding up well, while brands we were exiting were discounted to closed sales. Given the impact of Hurricane, Helene, and Milton had on the west coast of Florida, I am pleased with our top line growth in the quarter. As you may recall, we temporarily closed several stores in the fall in preparation for the storm affecting Florida and the Gulf Coast. While it is difficult to quantify lost sales that we recouped during the quarter, sales in the impacted area were down mid-single digits compared to the prior year. Overall, we are making good progress on managing inventory, which is down 10% year over year. Our goal is to have cleaner inventories each quarter, striking the right balance of brand, make, and model, ensuring that we are well-positioned to meet customer needs while maintaining operational efficiency. These efforts are starting to pay off, as highlighted by our lower carrying costs on floor plan interest expense versus the prior year period. We are also seeing the benefits of our ongoing cost reduction initiatives taking effect. Selling general and administrative expenses declined on both a dollar basis and as a percentage of total revenue. Between our inventory position and cost actions, we are setting OneWater up for success in the quarters to come. Despite better-than-expected results in the first quarter, which is historically our smallest quarter, we remain cautiously optimistic about 2025. The industry continues to face uncertainty after a challenging 2024, and we have not seen any significant market changes that would alter our outlook for the year. As a result, we are reaffirming our guidance range for 2025. Our focus remains on executing our inventory strategy as we prepare for the summer selling season while remaining nimble to respond to any changes in market dynamics. With that, I will turn it over to Anthony to discuss the business operations.

Anthony Aisquith, COO

Thanks, Austin. Sales in the quarter benefit from higher unit volumes, offset by the lower average unit price, as we work to drive sales during the slower winter months. With all of our stores operational again after hurricane-related closures, we develop promotional strategies and actions to give customers additional reasons to buy. I am proud of the team's effort to achieve the increase in sales in the quarter that seasonally experiences the slowest activity. Our attention now shifts to the boat show season. Recent shows have been mixed results, some facing challenges like unprecedented cold weather and snow in Atlanta and significant rain at the St. Petersburg Outdoor Show. Despite these adversities, customers have been active when weather permitted, and overall sentiment has been positive. The premium category has done well and is in line with recent trends. All in all, we are ready to serve customers at upcoming events. After a year marked by high inventory levels, our focused approach to inventory management has put us in a strong position as the industry works to clear out excess and non-current inventory. While this push caused some near-term discounting, we are encouraged by our solid finance and insurance performance, which helped offset some of the impact and highlighted the benefits of our diverse business model. Total finance and insurance revenue grew 50 basis points as a percentage of total revenue compared to the prior period, and finance penetration remained strong. Our diverse brand portfolio continues to be a key advantage, enabling us to deliver boats and to meet the varied wants and needs of our customers across different markets. Meanwhile, the promotional environment has continued, with our manufacturing partners actively supporting sales initiatives and helping clear-aged inventory. Although we typically build inventories in the winter months, we've added inventory from the fourth quarter at a slower pace compared to the prior year, being mindful of the volume and model of 2025 boats we are taking in. And with that, I'll turn the call over to Jack to go over the financials in more detail.

Jack Ezzell, CFO

Thanks, Anthony. The first quarter was a solid start to the year, with revenue increasing 3% to $376 million from $364 million in the prior year. New boat sales were up 3% to $248 million in the first quarter, while pre-owned boat sales increased 7% to $57 million. Overall, same-store sales were up 4%, driven by an increase in new unit sales, despite the industry unit sales being down approximately 14% in the categories we participate in. Revenue from service parts and other sales for the quarter decreased 1% to $62 million. As we have seen in the last several quarters, reduced production schedules from boat manufacturers drove lower sales in our distribution segment, which were partially offset by increases in our dealership segment. Finance and insurance revenue increased 28% to $9 million in the first quarter and was higher as a percentage of total boat sales. Gross profit decreased 8% to $84 million in 2025 compared to $91 million in 2024. This was driven by lower margins of the brands we were exiting, in addition to new and pre-owned boat pricing. First quarter 2025, selling general administrative expenses decreased 1% to $79 million. SG&A as a percentage of sales was 21%, down 90 basis points as a percentage of revenue, due in part to lower personnel costs in the quarter, previous cost reduction actions, and ongoing expense management. These savings were partially offset by certain inflationary increase in fixed and administrative expenses. Operating loss decreased to $2 million, and adjusted EBITDA was $2 million. Net loss for the first quarter totaled $14 million, or $0.81 per diluted share, compared to a net loss of $8 million, or $0.49 per diluted share in the prior year. Adjusted loss per diluted share was $0.54 compared to an adjusted loss per diluted share of $0.38 in the prior year. Now turning to the balance sheet, December 31, 2024, total liquidity was in excess of $40 million, including $23 million of cash and additional availability under our credit facilities. Total inventory at December 31, 2024 was $637 million compared to $707 million at December 31, 2023. We continue to improve our current mix in aging while we execute on our brand rationalizations. We expect to see some incremental benefits from further inventory reductions as we progress throughout the year. Total long-term debt as of December 31, 2024 was $428 million, net of $23 million in cash, results in net leverage of 5.2 times trailing 12-month adjusted EBITDA. We are focused on reducing leverage in the latter half of 2025. Looking ahead, we are maintaining our previously issued fiscal 2025 guidance and anticipate total sales to the union in the range of $1.7 billion to $1.85 billion, with same-store sales up in the low single digits. We continue to expect adjusted EBITDA to be in the range of $80 to $110 million and adjusted earnings per diluted share to be in the range of $1 to $2. Our capital allocation priorities remain the same, driving organic growth, expanding our presence through strategic acquisitions, and key voting markets. The pipeline is active, but we will continue to deploy cash where it creates the greatest value for shareholders. This concludes our prepared remarks. Operator, will you please open the line for questions?

Operator

At this time, I would like to remind everyone in order to ask the question, please press start and the number 1 on your telephone keypad. Again, that star, then the number one on your telephone keypad. We'll pause for just a moment to compile the Q&A roster. Our first question comes from the line of Fred Whiteman from Wolf Research. Your line is open.

Fred Whiteman, Analyst — Wolfe Research

Hey, guys. Good morning. I was hoping you could just talk about the cadence of the quarter, Austin. I think when you reported last or held a call last, you talked about some encouraging October trends. So I'm wondering if you could just update us on what you saw from sort of month to month.

Austin Singleton, Chairman

I think it was a pretty solid quarter on every month if you were comparing it, you know, over last year. But I would say if anything, you know, December's the one month that you really can't pinpoint because, you know, it starts to get really cold in some places. But then people get caught up in, you know, Thanksgiving into November and running into, you know, just the year end, New Year's and Christmas. I would say October and November were pretty daggum strong and December was probably, you know, on average or flat. Anthony, you probably have a better feel for that than I do.

Anthony Aisquith, COO

Yeah, I think you described it exactly. I mean, our October and November were very strong, with December just being what it normally is in normal times.

Jack Ezzell, CFO

The thing I'd point out, too, right, is that October in particular, especially the first half, was in the Florida locations were impacted by the storms. So that kind of geography was a little bit light compared to the rest of the country.

Fred Whiteman, Analyst — Wolfe Research

okay that makes sense and then just on the the front end grosses it was down a little down year over year and then down a little bit sequentially i know you guys are exiting some brands so can you maybe just give us some some guide posts for what that looked like maybe on a like for like basis versus the exited brands how to think about that uh margin profile going

Austin Singleton, Chairman

forward thanks jack you want to yeah well i mean i'll just say look wait well let me just say this and then you can kind of fill in what I don't, you know, wherever. When we get to those exiting brands, we want those things gone. I mean, there's no support from the manufacturer. You know, the sales guys don't like them because, you know, there's no real long-term future in them. So they gravitate toward the other things. So, I mean, it's a tough sledding, and we've done a really good job of pushing those through. But those are coming at zero margin or either a negative margin, and so it's having a pretty good impact. I think, you know, we mentioned, you know, in the script up there that, you know, the new year model stuff is, you know, got a much better, healthier margin. And the further we get into this year, the better off, you know, that's what gives us a little bit of confidence, you know, in what we said last quarter on the earnings call was, you know, one of those green shoots that we saw. As we get rid of these exiting brands, we do feel like we'll get some margin lift because the new boats are bringing a higher margin.

Jack Ezzell, CFO

Yeah, Fred, I think, you know, next quarter we'll see some margin pressure continue as we, you know, get through the rest of them. But I would expect once we get past, you know, our second quarter and kind of get into the heat of the season that, you know, margins may tick up a little bit. But, you know, we're focused on making sure we keep our inventory in check, and, you know, we're balancing that with, you know, our model year 25s are coming a little bit slower than model year 24s did. You'll notice that by inventory decline, you know, year over year. And we're going to continue to focus on bringing those numbers down.

Fred Whiteman, Analyst — Wolfe Research

And, Jack, just to be clear, when you say pressure in 2Q, is that a sequential comment, year over year comment, both? What do you mean?

Jack Ezzell, CFO

Yeah, it's a year over year. I would say sequentially, you know, it's flattish, maybe even a little bit better. You know, again, it's really hard to move a lot of product in those winter months, you know, especially, you know, outside of Florida. And the team did an outstanding job outside of Florida moving product.

Fred Whiteman, Analyst — Wolfe Research

Perfect. Thanks a lot, guys.

Operator

Next question comes from the line of Joe Altobello from Raymond James. Your line is open.

Martin Ma, Analyst — Raymond James (on for Joe Altebello)

Good morning. This is Martin on for Joe. I just first wanted to touch on the comp. Do you have an idea of where comp was excluding Florida?

Jack Ezzell, CFO

Yeah, it's going to move up, you know, I'd say it was probably in the range of 6%, 7%.

Martin Ma, Analyst — Raymond James (on for Joe Altebello)

Okay. And then just quickly on the comp again, do you have a breakdown between units and ASPs?

Jack Ezzell, CFO

Yeah, I mean, it's larger. Units were up double digits. So, I think it was in the 12%, 13% range.

Brian Griffin, Analyst — D.A. Davidson

Perfect. Appreciate it, guys. Thank you.

Operator

Our next question comes from the line of Mike Swartz from Free Securities. Your line is open.

Mike Swartz, Analyst — Freedom Securities

Hey, guys. Maybe just starting with inventory, Jack, is there, I guess, an inventory level you guys are actually, in terms of new boats, is there an inventory level you guys are targeting for fiscal year end, and maybe what does that look like relative to where we are today?

Jack Ezzell, CFO

Yeah, no, we made a good, concerted effort with the sales push as well as with how we're managing our orders this quarter. Our target for September 25 is to be down year over year 10 plus percent. I think, again, while we're down a little over 9 percent this quarter, I think that could flux next quarter as we take some additional votes in advance of the season. And, you know, so that'll be a little fluid throughout the year, but our goal is to be down in excess of 10%.

Austin Singleton, Chairman

Well, you know, yes, our goal is to be down, Mike, our goal is to be down a little bit just because we've exited, you know, nine brands. But, I mean, we're also going to, you know, continue to do what we do every day, and that's monitor the market. I mean, we feel pretty good about this year as we move into the back half. I don't know if that means that we're going to see a big push on the retail side. But if retail comes out better than expected, then that'll probably not be the case. I mean, we'll have to plan accordingly based off what demand is and what we're seeing out there, and we watch that on a weekly, really on almost a daily basis.

Mike Swartz, Analyst — Freedom Securities

yeah okay it and and just you know sticking on the subject of inventory is there a way to think about maybe what used inventory or sorry not used what aged inventory looks like today maybe you know versus a typical whatever typical means a year and then also what I guess how much inventory do you still have kind of wrapped up with some of these brands you're exiting I'm just trying to get a sense of how impactful that headwind is over the next couple of quarters relative to what we've

Austin Singleton, Chairman

seen the last six months or so? Yeah, I wouldn't say it's that impactful over the next couple of quarters. I think we'll, as Jack said a little while ago, we'll feel the pressure of it a little bit this quarter. But I look at it just from a total dated standpoint because all those brands that we're exiting are really in my dated box. So you got current 2025s and then you got dated stuff and typically in a normal year pre-COVID for you know two decades pre-COVID you really went into the off season wanting somewhere around 20 or not wanting but the industry usually ended up going in there somewhere around 20-25 percent of you know carryovers going into the new year calendar new year and you know we always wanted to be slightly under that Jack I don't I don't know if you have that in front of you but I mean we're probably less than 20 percent right now or

Jack Ezzell, CFO

right at that aren't we yeah i don't have that right in front of me i would i would agree with your comment i did um i did hear from um some data i'd gotten from wells that suggested the

Austin Singleton, Chairman

industry as a whole was kind of getting to that point yeah it's it's the the inventory story to me not not just one water but for for the industry per wells is that inventory is cleaning up pretty dadgum good i i don't really get into you know total inventory out there from a well perspective versus what's the dated and they seem to be a lot happier today um than they were you know a month ago three months ago six months ago um especially forecasting going into the selling season um so the inventory itself from a dating perspective is continuing on the trend that it's been on the you know the last six months cleaning itself up slowly but surely and that's that's some of the the green shoots that we see in the back half of the year okay okay that's helpful thanks

Mike Swartz, Analyst — Freedom Securities

often um and maybe just philosophically right um your your quarter came in plus four and comp despite a lot of the you know the headwinds and challenges that we had with some of the particularly some of the dislocation in the florida market and you're you're maintaining your outlook for the full year despite having some pretty easy comps going forward i mean can you just give us a sense of you know what maybe what that discussion was like internally in terms of just maintaining that outlook?

Jack Ezzell, CFO

Yeah, I mean, I think, look, a lot of it has to do with, you know, when you think about Q4, excuse me, the December quarter, right? It's the slowest quarter of the year. You know, when I go out and I look also at consensus, you know, consensus has Q3 at EBITDA of $50 million, which feels a little strong. And so I think if you, you know, if you layer in, and Q2 and Q4 tend to be pretty close to one another. And so, you know, I think if you bring down Q3 a little bit and level out Q2 and Q4, I think that kind of keeps you around that 95 consensus number, which is the midpoint of the range.

Austin Singleton, Chairman

You know, Jack, I'm a little bit more of an optimist, you know, and I'm starting to really kind of, You can see some of these green shoots. But, I mean, we thought we've seen some green shoots in the past that have been throwing curveballs. And so, you know, we really want to watch out and be a little bit more cautious until we get a little bit further into the selling season. You know, on the back half of Miami, you know, after that Miami show, I think we'll have a little bit more confidence in what's in front of us versus where we are today coming out of the, you know, like Jack said, the slowest quarter of the year.

Jack Ezzell, CFO

Yeah, and I'll just point out, too, right, what once felt like a tailwind of interest rates, you know, from the Fed and whatnot, it feels like rates, you know, the latest forecast suggests that we're not going to get as many cuts as, you know, we thought, you know, three or six months ago. And so, you know, I don't feel like it's, you know, necessarily a headwind coming at us, but it just doesn't feel like we're going to get the, you know, some of that relief maybe we were expecting in the back half of the year.

Brian Griffin, Analyst — D.A. Davidson

Gotcha. Okay. Helpful. Thanks, guys.

Operator

Our next question comes from the line of Noah Zaskin from KeyBank Capital Market. The line is open.

Ryan, Analyst — KeyBanc Capital Markets (on for Noah Zaskin)

Hi. This is Ryan on for Noah. Thanks for taking my question. And I know you just kind of briefly touched on it, but it would be great to hear your perspective on the industry. Nowhere in a difficult environment, and it seems like that rate conversation has changed and has maybe kind of put on pause for now. But, you know, it would be great to hear, you know, if you're seeing any other kind of green shoots or changes in confidence, you know, coming out of this quarter.

Austin Singleton, Chairman

Well, I don't know if there's a change in confidence. I think that, you know, me, Jack, and Anthony talk about it a lot. I mean, the green shoots that we kind of laid out, you know, last earnings call are still out there, and they still look reasonably achievable. And, you know, when you get into, you know, what really will be one of the biggest drivers of that, and that's inventory cleaning up. Because as inventory cleans itself up from a dated perspective, I think if you just – if you took the total industry and took all the 2024s out and older, the dated inventory out, and you just looked at what the industry has, just in 2025, the industry is super healthy. I mean, the manufacturers have been disciplined on cutting back production. The dealers are taking the right amount of inventory going into 2025. So when you look at that, you're like, okay, we're in great shape from an industry perspective. It's getting the other stuff cleaned up. And the quicker we clean it up, that leads to several things from a warm water perspective that we look up. It leads to higher margins on new boat sales. It leads to more turns on new boats, which saves us money that we can count because we know what our interest savings is when you increase your turns. but there's dollars that are hard to quantify like you know if you move a boat 25 times around the lot versus one time that there's a cost associated with it and then you look at you know interest savings even if the rates don't move the more turns the less interest you pay you know and so but then as inventory cleans itself up the manufacturers are going to get ready to increase production going into 2026 which swaps over and helps th you know because th doesn't have to do anything today to increase its revenue and bottom line, all we need to do is have the manufacturers increase production 10%, and we'll get a 10% lift on what we sell to those manufacturers, you know, a 10% increase in sales there for those manufacturers that are increasing sales because they have to have the parts in order to build the boat. So there's all these little things that kind of are starting to really take shape, but a lot of it has to do with getting that inventory cleaned up. And I would just say at the end of every quarter, really at the end of every month, and now really on a weekly basis that I'm talking to Wells, we're headed in the right direction. The train hasn't come off the track, and that's starting to build confidence as we go into the selling season, and it's just a little bit of a wait and see. We just need that

Ryan, Analyst — KeyBanc Capital Markets (on for Noah Zaskin)

to continue. Thanks for taking my question. Maybe just pivoting a little bit, it would be helpful to hear, you know, any thoughts around the state of pre-owned market, you know, what you're kind of seeing there and how you're thinking about used in 2025. Yeah, it's the same old broken

Austin Singleton, Chairman

record that we've been saying, you know, for the last 25 years, you know, we don't have enough of them. You know, it's, you know, that pre-owned market is still extremely limited on inventory. it's still extremely limited on, you know, from an industry perspective, there's just not enough out there. And I don't see that getting better anytime soon. Our next question comes from the

Operator

line of Alice Rickland from Baird. Her line is open. Yeah, good morning, gentlemen. Thanks for

Alice Rickland, Analyst — Baird (on for Craig)

taking my questions on for Craig this morning. You know, maybe a little bit related to the pre-owned question, but a little more focused on new. Curious if you have a way to measure first-time buyers versus trade-in buyers. In some markets like auto, you know, we're seeing some would-be trade-in consumers sitting out because the monthly payment math just doesn't make sense given inflation rates and trade-in values. So, wondering if you're seeing anything on that and how it's playing out in the marine category. Jack, Anthony, I'll let you all take

Austin Singleton, Chairman

that. I mean, you can speak really to the Atlanta Boat Show probably on that, just what we saw there.

Anthony Aisquith, COO

Yeah, I think we are seeing the amount of trades starting to reach up where prior in the COVID period where the trades really dropped down significantly. And, you know, this whole fiscal year has already started off with, you know, more of a demand in trades. People are trading boats in where they weren't before. You know, we are blessed to be tied to a lot of manufacturers that continue to be innovative that gives people a reason to trade, you know, whereas, you know, 20 some odd years ago, the new boat came out and it was just a different color where today, you know, every year our manufacturers are bringing some incredible things. So it's making people want to trade. So the percentage, Jack, I don't know if you have that in front of you, but the actual percentage, but it has gone up dramatically where it was.

Jack Ezzell, CFO

Yeah, our sales, you know, again, right, what Austin was getting at, our biggest challenge is supply when it comes to selling trades or selling used boats. And so I think, you know, we've seen some indicators of supply coming in at the shows, like Anthony referred to. When you break down our sales, our pre-owned sales, which are up, you know, 6.5% year over year, actually trades are up double digits in that, countered by a little bit of people shifting from a little downward trend in consignment, right? So people go ahead and trade in their boats, you know, to get in that new product. It's an easier, more efficient process for them where they can, you know, just hand over their trade and we'll take care of the paperwork and everything else with getting them in a new boat.

Austin Singleton, Chairman

Well, but one other thing, too, though, that we need to kind of – it's really hard for us to get really good clarity on this because we have – we've been pushing for years, and some of the states that we operate in have now gone to basically a title. So a lot of boats in the past went from consumer to consumer and never went through the dealership because there was no tax advantage. and the way that if you sold it from person to person you didn't pay sales tax that started to change because when you go and get the in it was like that probably half the states we operated in and we've slowly been getting that pushed through you know from a legislation slation standpoint to get um you know if it's if once you go get a boat if you get a new tag you pay sales tax if you haven't you don't prove that you paid it at a dealership and that way more trades are probably starting to come to us, too. So, it's a little hard to really to gauge that, but I, you know, I agree with what Anthony and Jack both said. I do believe trades are up.

Alice Rickland, Analyst — Baird (on for Craig)

Great. That's helpful, Culler. Just switching gears a little bit, I mean, you called out higher F&I penetration, mitigating some of the margin pressure from working down inventory. Maybe let's dig into that a little bit. What's driving that, and is it something that's sustainable,

Jack Ezzell, CFO

you know, through the balance of the year? Yeah, it's definitely, you know, again, it's a concerted effort by the team. I think it's one of those areas, if you're not pushing as hard as you can to get that finance, you won't get it. And so I think, you know, the team executed on some strategies. We had some price points and some, you know, special finance options for some of those discontinued brands that help kind of drive a little bit. But, you know, we'll continue to be very competitive in the F&I department, kind of looking to, you know, expand and increase our penetration and increase our income there. Great. And then I think that, just want to

Alice Rickland, Analyst — Baird (on for Craig)

touch on the M&A pipeline. I think you called it active. Maybe frame a little bit more what

Austin Singleton, Chairman

that looks like today. Yeah, we're in no hurry to do anything right now. I mean, time, every day, time works in our favor. And I think we're just, we're being cautious, kind of waiting to see how things plan you know pan out over the next you know 30 90 days getting into the season um you know there's a lot of dealers out there that you know it's been a hard winter for them um and you know we just kind of wait and see um you know how numbers react and how they come down and what they look like going into the selling season compared to a year ago especially since most of the deals that we buy are on a trailing 12. just just going to be very uh very selective and and be a little bit disciplined on timing right now and just wait for stuff to kind of fall in our lap.

Alice Rickland, Analyst — Baird (on for Craig)

Great. Thanks, guys. That's all for me.

Operator

Again, if you would like to ask a question, please press star 1 on your telephone keypad. Our next question comes from the line of Brian Griffin from Day 8. Davidson, your line is open.

Brian Griffin, Analyst — D.A. Davidson

Yeah, thanks, guys. Good morning. So what have you guys been seeing from a promotional aspect of these shows so far? All right. I'm assuming it's still competitive, but maybe just some high-level comments on what you've seen so far by category and maybe other dealers.

Austin Singleton, Chairman

I think it's been, you know, Anthony, you know what they did at the Atlanta Boat Show and what we've been doing at the boat shows, but I think it's been pretty much steady Eddie, you know, for the last year. I mean, manufacturers are still being very supportive, you know, moving inventory. They know they've got to be out there helping, especially pushing the stated inventory through, And I think they're all still doing that basically on the same level that they had been. And that's why, you know, we weren't expecting a whole lot last quarter or this past fall because there was really no incentive to buy in October when you could buy in January at the boat shows and still be ready for the boat show season. So I think it's just been pretty much on par with what it's been like for, you know, over the last, you know, year, year and a half of promotion. I think manufacturers are very committed to helping retail clean up, you know, the field inventory because that benefits us all, you know, moving forward.

Anthony Aisquith, COO

Yeah, I think it's been across the board, Austin. I mean, it's every manufacturer, not just our manufacturers, our competitors' manufacturers. All of them are digging in with everybody. So I don't see it slowing down at this point. But they are all very helpful to help facilitate putting deals together.

Brian Griffin, Analyst — D.A. Davidson

And what are you guys hearing from OEMs on potential tariffs and how that may impact demand and margins overall? Well, I mean, you know, we need – go ahead, Jack.

Jack Ezzell, CFO

I think a lot of them, you know, have a wait-and-see sort of standpoint. I mean, I think there's too much noise around exactly what things look like to try to do anything to prepare or to, you know, counteract. And I know over the course of time, a number of manufacturers have worked to diversify their sources of product. But, you know, a lot of products are manufactured in the United States, which certainly helps. But I think it just kind of remains to be seen on that.

Austin Singleton, Chairman

You know, I don't want to, you know, say it's not impactful or meaningful or say that it's going to have nothing to, you know, no effect at all. because it will depending on where the tariffs are and what they're on but if you look at a boat whether you're looking at a pontoon boat uh you know a ski boat or center console fishing boat or a runabout the majority of that pricing is in the engine and in the raw materials to make the boat the aluminum the the fiberglass all that stuff that's where the majority of your pricing is so it's just not like we're going to see a 20 percent tariffs on you know all this stuff from all these different countries and all of a sudden boats are going to go up 20% because all the materials to build it went up 20%. It's just not a big enough piece of the boat to me where it's going to have that big of an impact. I mean, and hell, they're already so daggum expensive now and it doesn't seem to be bothering people. Understood. Thanks, guys.

Operator

There are no further questions at this time. This concludes today's conference call. You may now disconnect.